Sales Management (2nd Edition)

Sales Management: Concepts, Practices, and Cases (2nd Edition) by Eugene M. Johnson, David L. Kurtz, and Eberhard E. Scheuing is a foundational and practical textbook designed to provide students with a solid understanding of managing personal selling operations and leading modern sales organizations. Published by McGraw-Hill, this second edition combines core sales theories with hands-on managerial applications and real-world case studies.

This textbook is extensively prescribed across BBA, MBA, BS Marketing, and sales management courses at leading Pakistani universities and business schools. The 2nd Edition is tailored to meet the fundamental curriculum needs of Pakistani management students, offering unmatched clarity and practical insight tested in academic and professional examinations.

The book thoroughly covers the complete spectrum of sales management operations and personal selling strategies. Core topics include sales force structure and design, territory alignment, sales forecasting and budgeting, recruitment and selection of salespeople, sales training programs, compensation plans, motivation and leadership, evaluating sales force performance, and managing key accounts.

Available now at Prince Book Depot - Lahore’s most trusted bookstore since 1958. Fast delivery across Pakistan.