Format:
1 online resource (xv, 199 pages)
ISBN:
9780203805282
,
9781136646966
,
9781136647000
,
9781136647017
Content:
ch. 1. Introduction to sales management -- ch. 2. Review of professional selling -- ch. 3. Changing buyer needs and the effect on sales management -- ch. 4. Ethical and legal issues in sales management -- ch. 5. Sales force technology -- ch. 6. Sales strategy, organizational integration, and sales processes -- ch. 7. Sales forecasting, quota setting, and budgeting -- ch. 8. Territory design and customer organization -- ch. 9. Recruitment, selection, and continual improvement of the workforce -- ch. 10. Sales leadership, motivation, and compensation -- ch. 11. Comprehensive cases.
Additional Edition:
ISBN 9780415886512
Additional Edition:
ISBN 9780415886529
Additional Edition:
Erscheint auch als Druck-Ausgabe ISBN 9780415886512
Language:
English
DOI:
10.4324/9780203805282
