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Nature and Scope of Sales Force Management
PERSONAL SELLING AND ITS ROLE IN THE MARKETING MIX
The Salesman Isnt DeadHes Different Carl Rieser
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accounts activities actual adding machine advertising agent analysis application attitudes average Avon Avon's behavior business cycle buyer cent company's cost doctors drug dyad effect Elihu Katz engineer evaluation example executive expected experience factors favorable function important individual industrial influence interaction interviews involved marketing marketing mix mass communication mass media measure ment methods number of calls number of suppliers opinion leaders opinion leadership Penstock percentage personal selling personnel physicians potential problem procedures profit promotion prospects psychologists punched card purchasing reasons relations relationship Rensis Likert responsibility sales effort sales force sales force management sales forecasting sales manager sales organization sales presentation sales training sales units sales volume salesman selection Shiskin situation sleeper effect sources specific success techniques tests Theodore Levitt tion top management variables