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9780471230601

Sales Management : Concepts and Cases

by ; ;
  • ISBN13:

    9780471230601

  • ISBN10:

    047123060X

  • Edition: 8th
  • Format: Hardcover
  • Copyright: 2004-01-01
  • Publisher: Wiley
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List Price: $132.10

Summary

Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Table of Contents

1. Introduction to Selling and Sales Management.
2. Strategic and Sales Program Planning.
Sales Management Resource: Estimating Potential and Forecasting Sales.
Management Resource: Sales Force Investment and Budgeting.
3. Sales Opportunity Management.
4. Account Relationship Management.
5. Customer Interaction Management.
6. Sales Force Organization.
Management Resource: Territory Design.
7. Recruiting and Selecting Sales Personnel.
8. Sales Training.
9. Leadership
10. Ethical Leadership.
11. Motivating Salespeople.
12. Compensating Salespeople.
13. Evaluating Performance.
References.
Credits.
Key Term and Subject Index.
Author Index.
Company Index.
Case Index.
 

Supplemental Materials

What is included with this book?

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The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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