Book, Sales Administration Planning, Strategy Management 2/18[LS]

Historically, many companies have not integrated marketing and sales well. Today, however, in a successful B2B strategy, the marketing function is very well aligned with commercial strategies, thus creating a productive synergy. In this book, in addition to the integrated view of marketing and sales, the authors correctly recognize the importance of fundamental sales processes and skills. “While there are many books on the sales process and sales management, Sales Management: Planning, Strategy, and Management takes a pragmatic approach based on years of work in the business world with dozens of real-life experiences. It is written by people with a true and unique understanding of the Brazilian business market. Salespeople who aspire to develop their sales effectiveness will find solutions to their daily challenges in this book. Managers with marketing and sales responsibilities will deepen their understanding of what works and what doesn't. This book is full of examples, tools and cases that market professionals or teachers can use as a guide in this fast-changing world of organizational sales.” Dave Downey PROFESSOR EMERITUS AT PURDUE UNIVERSITY (INDIANA, USA) Recommended book for marketing and sales professionals and business managers. Textbook for the Sales Management discipline for undergraduate and postgraduate courses.