The Routledge Companion to Selling and Sales Management

The Routledge Companion to Selling and Sales Management

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Sales experts Johnston and Marshall have assembled a world-class panel of contributors to create a volume that represents the latest research in selling and sales management. It should be every student's go-to reference book for a comprehensive understanding of the state of the discipline.
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Product details

  • Hardback | 480 pages
  • 171 x 248mm
  • London, United Kingdom
  • English
  • 25 Line drawings, black and white; 25 Tables, black and white; 50 Illustrations, black and white
  • 1138958514
  • 9781138958517

Table of contents

Part I: Sales Organization Value Creation 1. Sales - A Vital Component of the Customer Value Proposition 2. Sales Must Enhance the Customer Experience 3. Ethics - An Essential Component of Value Creation Part II: Salesperson- Customer Interface 4. The Salesperson-Customer Relationship in Transition 5. Internationalizing the Salesperson-Customer Interface 6. The High Touch or High Tech Customer Interface Conundrum Part III: Sales Force Strategy 7. The Role of Sales in Marketing Strategy 8. The Effective Sales - Marketing Relationship 9. Extending the Sales Strategy to VARS and Other Channel Members Part IV: Sales Process 10. The Selling Process in the New Millennium 11. Aligning Salespeople with the New Sales Process 12. New Models of Salesperson Motivation Part V: Sales Technology 13. Technology Redefines the Salesperson-Customer Relationship 14. The Use and Misuse of Technology in Sales 15. The Role of Sales in the Digital Social Environment Part VI: Strategic Account Management 16. The Critical Role of SAM in Maintaining the Customer Relationship 17. The Unique Qualifications of a Successful Strategic Account Manager 18. The Inherent Conflict Between SAM and Local Salespeople Part VII: Sales Leadership 19. The Revolution in Sales Leadership 20. Hire or Develop tomorrow's Sales Leaders 21. Sales Leadership in a Small Business Environment Part VIII: Sales Performance and Effectiveness 22. Defining Performance in a Customer-Centric Organization 23. The Battle Between Salesperson Efficiency and Effectiveness 24. 24/7 Salespeople and Performance Effectiveness Part IX: Sales Measurement 25. Sales Analytics Connect to Marketing Analytics 26. Key Sales Metrics in the New Sales Environment 27. The Sales Performance Dashboard
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About Greg W. Marshall

Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College, USA.

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy at Rollins College, USA.
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