Sales Management Decisions Strategies & Cases

This updated edition of the widely adopted volume applies a management approach to an analysis of the sales executive's job, the duties and responsibilities involved, and the planning and implementation of sales and marketing programmes. The emphasis is on sales manage-ment and not on marketing. The three principal objectives of the book are: (i) to delineate the areas in which sales executives make decisions; (ii) to analyze decision alternatives and criteria in these areas; and (iii) to provide cases as 'real-world' illustrations of decision situations.