Author Description
Professional Sales Management, 3e captures today's sales manager in action on the job. The book integrates the best of sales and marketing management while illustrating how the entire marketing organization -- both in the field and at headquarters -- must function as a team. Students learn how to create win-win relationships with individual consumers and organizational customers to solve problems of mutual interest. Discussions and examples of diverse sales concepts, issues, and activities provide an appropriate balance among theoretical, analytical and pragmatic approaches. The text blends the most progressive applications from the sales practitioner's world with the latest research findings from academia. Step-by-step illustrations go beyond general descriptions to show how to carry out processes or calculations. Students analyze key behavioral, technological, and managerial forces and trends in the selling environment. Professional Sales Management, 3e helps the sales managers and salespeople of today and tomorrow prepare for the challenging and exciting years ahead.
Menrva's Summary
THE THESIS
This text investigates the operational and strategic requirements for effective sales management within modern marketing organizations. The authors, Anderson and Hair, synthesize academic research with practical field applications to provide a comprehensive framework for managing sales teams. By focusing on the integration of field operations and headquarters, the book argues that successful sales management relies on creating collaborative, problem-solving relationships with both individual and organizational customers.
THE SCOPE MAP
What You Will Find
- Analysis of behavioral, technological, and managerial trends in sales environments
- Step-by-step illustrations for executing sales processes and calculations
- Integration of marketing management principles with sales strategy
Scope Limits
- Does not cover entry-level personal selling techniques for individual contributors
- Excludes specific industry-niche sales tactics beyond general management principles
THE AUTHORITY PERSPECTIVE
Instructors and students frequently note the balance between theoretical depth and pragmatic application provided in this edition. Experts highlight the text as a structured resource for understanding the complexities of coordinating sales teams within a broader marketing organization.
Page Count:
0
Publication Date:
1992-01-01
ISBN-10:
0070016887
ISBN-13:
9780070016880
Business
Education
Marketing
Management
Professional Development