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978 1 48512 124 4 978 1 48512 458 0 2e 2016
264 PAGES
ZAR R407.00 ZAR R380.00
Sales Management
A DROTSKY (EDITOR)
Sales drive the business world and the economy. However, sales in any business need to be managed to ensure that the business achieves its objectives. This is where the function of sales management comes into the business structure: it plays the key role of ensuring that salespeople succeed at selling. The profitability of the organisation depends on how successfully sales managers lead their sales force.
The sales manager is responsible for the strategic planning of the sales force, which includes the management of the selling process and organising the sales activities within the sales department.
With the second edition of this textbook, the authors hope that both industry and academia will be able to use the information to better understand and implement the different functions of sales management. Concepts are presented in such a manner that a student new to the field will easily grasp them.
CONTENTS
• Organising the sales effort
• Sales forecasting and budgeting
• Setting sales territories
• Time management
• Recruiting and selecting sales staff
• Leading the sales force
ABOUT THE EDITOR
• Motivating the sales force
• Planning sales force compensation • Evaluating sales force performance • Sales promotions
• Sales metrics
Dr Anton Drotsky is a lecturer in the Department of Marketing, Logistics and Sport Management at Tshwane University of Technology.
SUITABLE FOR
• Sales managers who want to improve their knowledge
• Salespeople who want to advance their careers
• Students studying Marketing and Sales.
JUTA MARKETING CATALOGUE | 2018/2019
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