The first four editions of the Dutch edition of Sales Management have been received with great enthusiasm both in higher education and in industry. There seems to be a great need for a complete and practical textbook, tailored to the sales practice. The international edition of this popular book is now available, edited with a European perspective.

The new ‘sense of urgency’ in the business world of the 21st century demands an operational approach to strategic problems. This handbook deals systematically and in a practical way with key strategic marketing themes, which will allow the reader to contribute to an efficient strategic marketing policy. Knowledge and competencies are no longer enough to make the difference in today’s markets. Incisive and innovative thinking is the only way to secure sustainable advantage in the face of...