Sales Management: Concepts and Cases

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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.

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Contents

SALES MANAGEMENT FUNCTIONS AND STRENGTHS
1
BUILDING ASALES PROGRAM
12
DEVELOPING THE SELLING FUNCTION
24
Copyright

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