Sales Management
Concepts and Cases
Published on 9. February 1995
Book
Paperback/Softback
816 pages
978-0-471-11150-4 (ISBN)
Description
This practical text contains case studies and role-playing activities which provide readers with the opportunity to solve realistic sales management problems. Emphasis is placed on relationship marketing, team development, diversity, total quality management and strategic planning.
More details
Edition
International 2 Revised ed
Language
English
Place of publication
New York
United States
Publishing group
John Wiley and Sons Ltd
Target group
College/higher education
Dimensions
Height: 234 mm
Width: 188 mm
Weight
1219 gr
ISBN-13
978-0-471-11150-4 (9780471111504)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Persons
Content
PART ONE: SALES MANAGEMENT FUNCTIONS AND STRATEGIES: Introduction to Selling and Sales Management; PART TWO: DEVELOPING THE SELLING FUNCTION: Personal Selling: Selling to the CEO; Territory Coverage; Personal Time Management; Management's Role; Sales Ethics: Why is Sales Ethics Important; PART THREE: SALES GOALS AND STRUCTURE: Estimating Potentials and Forecasting Sales: Using Potentials Data; PART FOUR: BUILDING A SALES PROGRAM: Recruiting and Selecting Personnel; PART FIVE: LEADING AND MOTIVATING THE SALESFORCE: Leadership: Where is Richard Waxler; Leadership; Leadership Styles; Models Combining Input and Output Controls.