Sales Management: Analysis and Decision Making

The 11th edition of Sales Management emphasizes data-driven decision-making, ethics, artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies. It includes updated end-of-chapter cases, skill-building experiential exercises, and vignettes featuring sales management professionals and well-known companies. It is core reading for postgraduate, MBA, and executive education students studying sales management.

Format: Paperback / softback
Length: 350 pages
Publication date: 22 January 2024
Publisher: Taylor & Francis Ltd

Sales Management, the 11th edition, is a comprehensive guide that seamlessly blends cutting-edge research with practical insights from top sales organizations and professionals. In today's landscape, where analytics and customer experience (CX) hold paramount importance, this edition emphasizes the significance of employing tailored data-driven selling strategies for diverse customer segments. It also highlights the importance of integrating corporate, business, marketing, and sales-level strategies and plans to achieve cohesive and effective sales operations.

The book delves into the latest trends and challenges in sales management, providing real-world examples from the contemporary business world to enrich chapter discussions. It covers a wide range of topics, including data-driven decision-making, ethics, the integration of artificial intelligence, the customer journey, leadership, sales enablement technology, and new communication technologies.

To enhance student learning, the 11th edition includes updated end-of-chapter cases with application questions, skill-building experiential exercises with discovery investigations and focused role plays, and revised 'Sales Management in Action' boxes. These features place students in the role of sales managers and encourage them to apply theoretical concepts to real-world scenarios.

This text is an essential resource for postgraduate, MBA, and executive education students specializing in sales management. It offers an updated online instructors manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints for adopters. By combining theoretical knowledge with practical insights, Sales Management equips students with the skills and knowledge needed to excel in today's competitive sales landscape.

Weight: 1020g
Dimension: 277 x 232 x 20 (mm)
ISBN-13: 9781032426358
Edition number: 11 ed