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The Marketing Concept and the Selling Effort
The Firm as a Marketing System
The Process of Marketing and the Selling Subsystem
19 other sections not shown
achieve adjust agerial alternative analysis behave behavior Chapter compensation plan competitive competitors concept consider consigned stock coordinating corrective action cost counterpunch customer's decisions defensive develop discussed district manager district sales manager effective sales manager elements evaluation example executive factors field sales manager Figure firm firm's formal framework function Furthermore hence homeostasis important increase individual industry influence inputs interaction leader leadership managerial process market segments market share meaning ment Michigan State University missions motivated needs objectives organization structure organizational perceive perception performance position potential problems product line profit programs psychological Psychology quota rate of profit rational rationale reaction formation regional sales manager response sales force sales forecast sales jobs sales organization sales unit sales volume salesman selected selling operation simple situation specific staff step strategy subobjectives tactics tegic thinking tion tive unique variable costs vidual wants