Sales drive the business world and the economy. However, sales in any business need to be managed to ensure that the business achieves its objectives. This is where the function of sales management comes into the business structure: it plays the key role of ensuring that salespeople succeed at selling. The profitability of the organisation depends on how successfully sales managers lead their sales force.

The sales manager is responsible for the strategic planning of the sales force, which includes the management of the selling process and organising the sales activities within the sales department. With the third edition of this textbook, the authors hope that both industry and academia will be able to use the information to better understand and implement the different functions of sales management. Concepts are presented in such a manner that a student new to the field will easily grasp them.

• Chapter 1 Sales careers and the selling process

• Chapter 2 Organising the sales effort

• Chapter 3 Sales forecasting and budgeting

• Chapter 4 Territory and time management

• Chapter 5 Recruitment and selection of salespersons

• Chapter 6 Sales training

• Chapter 7 Leadership

• Chapter 8 Sales motivation

• Chapter 9 Sales force remuneration – commission, base salaries, bonuses

• Chapter 10 Evaluating sales force performance

• Chapter 11 Sales promotions

• Chapter 12 Sales metrics 

• Sales managers who want to improve their knowledge

• Salespeople who want to advance their careers

• Students studying Marketing and Sales.