Sales management : analysis and decision making
著者
書誌事項
Sales management : analysis and decision making
M.E. Sharpe, c2012
8th ed
- : pbk
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注記
Other authors: Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams
Includes bibliographical references (p. 373-386) and index
内容説明・目次
内容説明
Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life "best practices" of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and identifies the skill sets needed for the 21st century.
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