Sales Management In Canada by H.f. (herb) MackenzieSales Management In Canada by H.f. (herb) Mackenzie

Sales Management In Canada

byH.f. (herb) Mackenzie

Paperback | October 26, 2007

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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.

Dr. MacKenzie is currently an Associate Professor of Marketing and Chair, Marketing, International Business, and Strategy at Brock University, St. Catharines, Ontario. He has taught in the undergraduate, graduate, and executive education programs at universities in Canada, Europe, and the Middle East, and has been consulting to both pr...
Title:Sales Management In CanadaFormat:PaperbackDimensions:496 pages, 10 × 8 × 0.7 inPublished:October 26, 2007Publisher:Pearson EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0131189891

ISBN - 13:9780131189898


Table of Contents

PART I — Sales Management and Strategy

        Chapter  1 - Introduction to Sales Management in Canada

        Chapter  2 — Planning Strategy for Marketing and Sales

        Comprehensive Cases for Part I


PART II - Developing the Strategic Sales Program

        Chapter  3 - Organizing the Selling Function

        Chapter  4 - Estimating Potential and Forecasting Sales

        Chapter  5 - Developing and Growing Account Relationships

        Chapter  6 - Enhancing Customer Interactions

        Comprehensive Cases for Part II


PART III - Implementing the Strategic Sales Program

        Chapter  7 - Recruiting and Selecting Salespeople

        Chapter  8 - Training Salespeople

        Chapter  9 - Motivating Salespeople

        Chapter 10 - Compensating Salespeople

        Chapter 11 - Leading Salespeople

        Chapter 12 - Ethical and Legal Responsibilities

        Comprehensive Cases for Part III


PART IV - Evaluating the Strategic Sales Program

        Chapter 13 - Reviewing and Evaluating Sales Performance

        Comprehensive Cases for Part IV