Sales management : concepts and cases
Author(s)
Bibliographic Information
Sales management : concepts and cases
Wiley, c1998
6th ed
- : cloth
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Note
Includes bibliographical references and indexes
Description and Table of Contents
Description
This text on sales management is supported by examples, including 19 new cases to this edition, which aim to give students a chance to resolve realistic business dilemmas. This new edition features four chapters on personal selling and places emphasis on relationship marketing, team development, diversity, and earlier coverage on strategic planning. There are now TQM sections and ethical challenges in each chapter as well as a chapter on ethics.
Table of Contents
SALES MANAGEMENT FUNCTIONS AND STRATEGIES. Introduction to Selling and Sales Management. Strategic Planning and Budgeting. DEVELOPING THE SELLING FUNCTION. Personal Selling. Account Relationship Management. Territory Management. Sale Ethics. SALES GOALS AND STRUCTURE. Estimating Potentials and Forecasting Sales. Organization. BUILDING A SALES PROGRAM. Recruiting and Selecting Personnel. Sales Training. Territory Design. LEADING AND MOTIVATING THE SALES FORCE. Leadership. Motivating Salespeople. Compensating Salespeople. Evaluating Performance. Appendices. Indexes.
by "Nielsen BookData"