Solution Manual for Sales Management in Canada – H.F. (Herb) MacKenzie

Product details:

• ISBN-10 ‏ : ‎ 0131189891
• ISBN-13 ‏ : ‎ 978-0131189898
• Author: Dr. MacKenzie

This is an exciting time to be in sales management. Sales managers must look both ways — to the competitive environment and to the customer marketplace — to see the important changes that are impacting selling and sales management today, and they must constantly operate in an environment of change and development.

Set in a discussion of the nature of sales management in Canada today, this textbook explores the role and responsibilities of the sales manager in light of the changing sales environment, the competencies needed for sales management success, and the strategy planning process within organizations. The three interrelated processes that sales managers are responsible for are also discussed: developing, implementing, and evaluating the strategic sales program.

Table contents:

• List of figures
• List of tables
• About the authors
• Preface
• Acknowledgements
• Part One Sales perspective
• 1 The role of selling
• 2 The marketing concept

• 3 Sales and marketing planning
• Part Two Sales environment
• 4 Consumer and organisational buyer behaviour
• 5 Sales contexts and customer management
• 6 International selling
• Part Three Sales practice
• 7 Sales responsibilities and preparation
• 8 Personal selling skills
• 9 Key account management
• 10 Relationship selling
• 11 Multi-channel selling
• Part Four Sales management
• 12 Sales management and technology
• 13 Recruitment and selection
• 14 Motivation and training
• 15 Structuring the sales force and rewards
• 16 Sales forecasting and budgeting
• 17 Sales force evaluation
• Appendix: Case studies and discussion questions
• Index

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