Sales management principles and practices

Sales Management

Annotated Bibliography

In this book the authors discuss various dynamics of team building and motivation and provide insightful case studies to support their arguments. This book has been chosen because it illustrates several challenges related to sales management and provides in depth explanations and solutions. Adair, J.E. And Thomas, N. (2004). The Concise Adair on Teambuilding and Motivation. Thorogood. London.

In this journal article the authors focus on two fundamental concepts of sales: project marketing and solution selling. Both these concepts have been explained with the help of two case studies. This journal article has been chosen because it highlights the importance of role specification and how vital it is to have a workforce that is aware of its function both as a working unit and as well as individuals. Bernard, C. And Robert, S. (2008). Creating superior value through network offerings. Advances in Business Marketing and Purchasing. Emerald Group Publishing Limited

In this journal article the authors focus on the concept of issue leadership and how it works. He identifies fundamental characteristics and cites examples to support his claims. This journal article has been chosen because it has assisted the researcher in revealing the strong bond between leadership and sales management. The researcher discusses in great detail the impact of leadership decisions on the performance of the sales workforce. Kibok, B. (2003). Issue leadership theory and its implications in global settings. Advances in Global Leadership. Emerald Group Publishing Limited

In this journal article the author illustrates various characteristics and functions of direct selling. He reveals direct selling structures of three U.S. based companies. This journal article has been chosen because it reveals the significance of purpose-oriented communication and creating strong bonds both internally within the department as well as with the clients. Dennis L.D. (2005). Direct selling as the next channel. Journal of Consumer Marketing. Emerald Group Publishing Limited

In this journal article the authors compare and contrast the sales theory and practice. They survey latest results mapped out from European sales journals to achieve their aims and objectives. This journal article has been chosen because it allows the researcher to reveal a historic view of sales and note the progress of marketing and sales in all these years. Susi, G. Paolo, G. (2009). The sales function in the twenty-first century: where are we and where do we go from here? European Journal of Marketing. Emerald Group Publishing Limited.

In this journal article the authors investigate the effect of selling strategies on sales performance. They do so by briefly reviewing sales performance journals. This journal article has been chosen because it reveals several selling strategies used both by successful firms as well as those that are unsuccessful. In addition, this article also reveals some of the challenges and problems that are faced when companies adapt incorrect selling strategies. Moghareh, a.G. Mohammad, H. (2009). The effect of selling strategies on sales performance. Business Strategy Series. Emerald Group Publishing Limited

In this journal article the author reviews the intra-regional sales and performance of companies in three regions namely, North America, Europe and Asia. This journal article has been chosen because it helps the researcher to start his paper by discussing the current market dynamics and how firms in the three biggest markets of the world are reacting an coping with the changes. Nessara, S. (2007). Intra-Regional Sales and Performance. Research in Global Strategic Management. Emerald Group Publishing Limited

In this journal article the authors analyze how sales performance and job satisfaction are interrelated by investigating the sales staff of a firm involved in direct selling. This journal article has been chosen because it helps the researcher reveal the critical topic of building strong teams and staff motivation. Brown, S. And Peterson, R. (1994). The Effect of Effort on Sales Performance and Job Satisfaction. Journal of Marketing.