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9780471532491

Sales Management : Concepts and Cases

by ;
  • ISBN13:

    9780471532491

  • ISBN10:

    0471532495

  • Edition: 4th
  • Format: Hardcover
  • Copyright: 1991-12-01
  • Publisher: Wiley, John & Sons, Incorporated
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Summary

Uses a comprehensive, up-to-date and practical approach to sales management. Each chapter begins with a narrative about an individual firm. Boxes highlight recent developments, topical issues and unique sales strategies. Special attention is paid to current topics on managing strategic account relationships, team development, work force diversity, Total Quality Management and ethical issues. This edition features 21 new cases, increasing the total number of cases to 49. Cases appear at the end of each chapter. Thoroughly updated tables, figures and references.

Table of Contents

Introduction to Selling and Sales Management
Strategic and Sales Program Planning
Sales Management Resource: Estimating Potential and Forecasting Sales
Management Resource: Sales Force Investment and Budgeting
Sales Opportunity Management
Account Relationship Management
Customer Interaction Management
Sales Force Organization
Management Resource: Territory Design
Recruiting and Selecting Sales Personnel
Sales Training
Leadership
Ethical Leadership
Motivating Salespeople
Compensating Salespeople
Evaluating Performance
References
Credits
Key Term and Subject Index
Author Index
Company Index
Case Index
Table of Contents provided by Publisher. All Rights Reserved.

Supplemental Materials

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