A01=Arnold Steenbeek
A01=Gerbrand Rustenburg
Account Management
Author_Arnold Steenbeek
Author_Gerbrand Rustenburg
Business Processes
business-to-business sales
Car Insurance
Category=KC
Category=KJS
Chocolate Milk
CRM Strategy
CRM System
customer competencies
effective sales planning process
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
ERP System
Fixed Order Costs
International Account Management
international selling strategies
Introduce Account Management
MRO Activity
NRC Handelsblad
organisational buying behaviour
Sales Coaching
sales force motivation
sales forecasting techniques
Sales Manager
sales team leadership
SBU Level
SBU Objective
SBU Strategy
strategic sales planning
Trade Fair
Trade Fair Experience
trade fair management
Trade Fair Participation
Uncertainty Avoidance
Van Bommel
Vice Versa
wholesale trade
Work Extrinsic Motives
Young Men
Product details
- ISBN 9789001807986
- Weight: 907g
- Dimensions: 174 x 246mm
- Publication Date: 21 Apr 2015
- Publisher: Wolters-Noordhoff B.V.
- Publication City/Country: NL
- Product Form: Paperback
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This international textbook focuses on the strategic and operational aspects of sales management. With new material on coaching and motivating sales teams, sales skills and leadership are developed in this unique product.
Sales Management teaches students how to gradually draw up a comprehensive sales plan: a process of analysing, learning, asking, brainstorming, writing, removing and reformulating. This comprehensive text provides core reading for students of sales and sales management globally.
Gerbrand Rustenburg and Arnold Steenbeek
