Sales Management

Robert E. Hinson, University of Ghana Business School, Ghana.Ogechi Adeola, Lagos Business School, Pan-Atlantic University, Nigeria.Abednego Feehi Okoe Amartey, University of Professional Studies, Accra, Ghana

Successful corporate marketing strategies are formulated around the delivery of value to consumers while maintaining a competitive advantage. Sales Management: A Primer for Emerging Markets offers innovative ways to locate, nurture, and develop long-term win-win relationships with key stakeholders. Readers will be rewarded with achievable concepts that will lay the foundation for developing a pattern of profitable sales. Highly recommended for undergraduate and graduate students as a well-crafted textbook drawing on real-world experience, for academicians as a reliable teaching tool, and for practitioners in the world of business seeking tested guidelines for marketing success."" — Amon Chizema Professor of Corporate Governance & Strategy Birmingham Business School University of Birmingham, UK.""Sales Management: A Primer for Frontier Markets is a “must read” for future and current managers seeking innovative strategies for ensuring long-term repeat business with customers and consumers while maintaining a sustainable competitive advantage. Discussions on consultative selling, the role of ethics in sales, and the stages of the personal selling process have been specifically detailed and grounded in peer-reviewed case-study findings. A highly recommended read for undergraduate and graduate students, academicians, and business managers pursuing up-to-date insights into selling, customer service, marketing management, small business management, and retailing."" — Patrick Awotwi Commercial Director, The Coca-Cola Bottling Company of Ghana and Author Consider it Sold: A Seller’s Point of View

• Foreword; Louis I. Nzegwu.Preface.Chapter 1. An Introduction to Personal Selling.Chapter 2. The Personal Selling Process.Chapter 3. General Sales Management.Chapter 4. Developing Sales Forecasts.Chapter 5. Field Sales Management: Organising the Sales Effort.Chapter 6. Sales Force Planning; Recruitment and Selection.Chapter 7. Sales Training.Chapter 8. Sales Force Reward Systems and Compensation Plans.Chapter 9. Information Management and Customer Relationship Management.Chapter 10. Leading the Sales Force.Chapter 11. Evaluating Sales Force Performance.Answers to One Quick Quiz.