Table of contents

  1. Front Matter
    Pages i-xix
  2. Sales Management in a Marketing Context

    1. Front Matter
      Pages 1-1
    2. Bill Donaldson
      Pages 25-41
    3. Bill Donaldson
      Pages 42-61
    4. Bill Donaldson
      Pages 62-91
  3. The Organisation of Selling Effort

    1. Front Matter
      Pages 109-109
    2. Bill Donaldson
      Pages 128-146
    3. Bill Donaldson
      Pages 147-167
    4. Bill Donaldson
      Pages 168-185
    5. Bill Donaldson
      Pages 186-198
    6. Bill Donaldson
      Pages 199-220
  4. Management of the Salesforce

    1. Front Matter
      Pages 221-221
    2. Bill Donaldson
      Pages 223-241
    3. Bill Donaldson
      Pages 242-260
    4. Bill Donaldson
      Pages 261-276
    5. Bill Donaldson
      Pages 277-290
    6. Bill Donaldson
      Pages 291-303
    7. Bill Donaldson
      Pages 304-322
    8. Bill Donaldson
      Pages 323-336
  5. Back Matter
    Pages 337-378

About this book


Thoroughly updated and expanded, the second edition of this highly successful text continues to provide a lively analysis of the many questions that apply to selling and sales management. Selling is the largest item in most companies' marketing budget and this text seeks to debate some of the key management questions as they apply to the sales function.

This edition incorporates several important changes occurring in both the theory and practice of sales management. These changes include issues which reflect appropriate organisational responses to rapidly changing markets and ever-increasing competition, such as key account selling, direct marketing and telesales. There is now more emphasis on managing sales operations than of the management of sales personnel. This is reflected in the importance of information technology as it affects sales operations, in particular, database marketing. Further, more coverage has been given to the creation and maintenance of relationships between buyers and sellers and how this should be handled and managed. Finally, a more cosmopolitan and international perspective has been adopted to take cognisance that, for many companies, operating in European and global markets is now an imperative, not an option.

Lecturers using this book as a course text may request a free Instructor's Manual. Please contact our Lecturer Helpline on +44 (0)1256 302794, email


Database Marketing direct marketing marketing

Bibliographic information

Industry Sectors
Chemical Manufacturing
Finance, Business & Banking
Consumer Packaged Goods
Oil, Gas & Geosciences