Sales Management: Strategy, Process and Practice by Javier Marcos Cuevas, Bill Donaldson and Regis Lemmens, 4th edition, ISBN 978–1–137–35510–2
28th April 2016 | Nick de Cent
Rightly praised as a text that exemplifies how an understanding of sales management can be firmly founded on academic rigour, the fourth edition of this book provides a comprehensive introduction to selling and sales management – of potential benefit to undergraduates, postgraduates and postgraduate practitioners alike. Case studies ground this book in the real world, while international examples make it applicable to today’s globalised business environment; new chapters on Sales Strategies and Key Account Management keep it current.
Adopting a similar philosophy to that of this Journal, the books seeks to combine academic rigour with practical focus, to offer the best of both worlds.
In the new chapter “Defining and Implementing Sales Strategies” the authors bring together key concepts of B2B marketing to develop a sound sales strategy and a route to the marketplace. Placing selling firmly in the context of marketing, the chapter includes a section that focuses on outlining contemporary approaches to co-creating with customers. Meanwhile, in the KAM chapter, they present the key challenges senior business development leaders face in the design and implementation of KAM programmes.
Already an established classic, this book succeeds in keeping track of the developments that are relevant to the business world.