Essay About Sales Management Analysis And Sixth Edition Of Sales Management

Sales Management Analysis and Decision Making
Sales Management Analysis and Decision Making
The sixth edition of Sales Management: Analysis and Decision Making has several
important strengths. The authors teach sales management courses and interact with
sales managers and sales management professors on a regular basis. These interactions
with practicing professionals and students ensure that the text covers the appropriate
sales management topics and employs effective pedagogy. This new edition continues
what has been effective in previous editions, but contains changes that improve content
and pedagogy. The key strengths of the sixth edition include:
• The 10 modules and paperback format from the previous edition are maintained.
This makes it easy for professors to cover the text in a semester or quarter, and still
have sufficient time to use active learning exercises throughout the course. All of the
important sales management topics are addressed and students can purchase the text
for much less than a typical hardcover sales management book.
• All new Opening Vignettes are used to introduce each module. These vignettes generate
student interest by presenting examples of current sales management practice in
leading firms.
• Revised “Sales Management in the 21st Century” boxes and new sales executives
have been added in our Sales Executive Panel.
• The introduction of an important trend—the move from an administrative to an
entrepreneurial perspective—has been introduced in Module 1. The turbulent environment
facing most sales organizations requires that sales managers act more as
entrepreneurs and less as administrators to be successful.
• New or expanded coverage of important topics such as customer relationship management
(CRM); outsourcing the salesforce; and key differences among sales leadership,
management, and supervisory activities can be found throughout the text.
• Role-play exercises for Ethical Dilemmas and the short cases are included at the end
of each module. These role plays give professors the opportunity to involve students
actively in exploring complex ethical and sales management situations.
• New or updated exercises in the Building Sales Management Skills section can now
be found at the end of each module. Many of these exercises require the use of the
Internet, but all involve students actively in the learning process.
LEVEL AND ORGANIZATION
This text was written for the undergraduate student enrolled in a one-semester or onequarter
sales management class. However, it is sufficiently rigorous to be used at the
MBA level.
A sales management model is used to present coverage in a logical sequence. The text
is organized into five parts to correspond with the five stages in the sales management
model.
Part One, “Describing the Personal Selling Function,” is designed to provide students
with an understanding of personal selling prior to addressing specific sales management
areas. We devote one module at the beginning of the text to this topic.
Part Two, “Defining the Strategic Role of the Sales Function,” consists of two modules;
one discusses important relationships between personal selling and organizational
strategies at the corporate, business, marketing, and sales levels. This module focuses on
how strategic decisions at different organizational levels affect sales management decisions
and personal