Sales Management: Concepts and Cases
Wiley, Oct 19, 2000 - Business & Economics - 608 pages
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.
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SALES MANAGEMENT FUNCTIONS AND STRENGTHS
BUILDING ASALES PROGRAM
DEVELOPING THE SELLING FUNCTION
38 other sections not shown
Account Managers Akili approach AT&T average bank budget buyer buying buying center Centrust chapter clients company’s competitive competitors consultants corporate costs customer's customers decision discussed employees ethical example EXHIBIT expenses exponential smoothing field sales Figure firms focus forecasting global goals Hewlett-Packard hiring important increase industry Internet involved issues Jefferson-Pilot John laser printers Lexmark manufacturer Marconi Communications marketing mix meet million needs operations opportunities organization percent performance personal computers Phil Jackson potential problems Procter & Gamble product line profit promotion prospects purchasing recruiting relationship responsible result retail revenue sales agents sales calls sales force sales force automation sales manager sales reps sales team sales training sales volume salespeople salesperson selling process situation skills strategy successful suppliers Synectics target telemarketing territory tion tomer