Sales management is a management function that plays an important
role in any marketing and sales organisation. The profitability of
the organisation depends on how successfully sales managers lead
their salespeople. The sales manager is responsible for the
strategic planning of the sales force that includes the management
of the selling process and organising the sales activities within
the sales department. Also included in this book are two other
functions that are becoming important for sales managers in
performing their management tasks, namely sales promotions and
sales metrics. Each chapter includes specific outcomes, case
studies and discussion questions.
General
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