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INTRODUCTION TO SELLING
n SALES ADMINISTRATION IN MARKETING MANAGE
THE SALES PROCESS
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accounts activities advertising American analysis application average basic brand buyer buying cent changes Chart company's compensation plan competition consumer contract control charts corporate cost customer-prospect mix customers decisions determine distributor economic effective effort evaluation example executive factors firm function gross margin Homewood important improve incentive increase individual industry innovation inventory major manufacturer market place market segment marketing manager marketing planning marketing research mass media Massey-Ferguson measure ment merchandise methods motivation nomic nonpersonal objectives operations organization performance personal selling personnel Pi Sigma Epsilon policies potential problems product-service mix profit purchase quotas relations reports responsibility retail sales management sales promotion sales training program sales volume salesforce salesmen selection selling techniques specific strategy submarkets sumer techniques territory tests tion trend units vice-president York