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Sales Management : Concepts and Cases, 7th Edition

   
지은이 Douglas J. Dalrymple   |   출판사 WILEY  |   발행일 년 월 일   |   언어 : 영어
 
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ISBN 0471388807 |  9780471388807
기타정보 원서 | 608쪽 | $ 109.75
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Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.
SALES MANAGEMENT FUNCTIONS AND STRENGTHS
Introduction to Selling and Sales Management
Strategic Planning and Budgeting
DEVELOPING THE SELLING FUNCTION
Personal Selling
Account Relationship Management
Territory Management
Sales Ethics
SALES GOALS AND STRUCTURE
Estimating Potentials and Forecasting Sales
Organization
Territory Design
BUILDING A SALES PROGRAM
Recruiting and Selecting Personnel
Sales Training
LEADING AND MOTIVATING THE SALES FORCE
Leadership
Motivating Salespeople
Compensating Salespeople
Evaluating Performance
Appendices
References
Credits
Key Term and Subject Index
Indexes.
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