John Wiley & Sons, 2004 - Business & Economics - 601 pages
Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book 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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Introduction to Selling and Sales Management
fr Strategy and Sales Program Planning
Account Relationship Management
55 other sections not shown
Other editions - View all
account manager account relationship activities agents Akili asked AT&T average bank breakeven budget buyers buying buying center Centrust Citibank clients company's competitive competitors corporate cost customer relationship customer relationship management customer's decision develop discussion employees ethical example executives EXHIBIT expenses exponential smoothing Figure firms focus forecasting global goals Hewlett-Packard hiring implementation important industry Internet investment involved issues Jefferson-Pilot John manufacturing meeting ment million mutual funds needs opportunities organization percent performance person potential problem Procter & Gamble product line profit prospects purchasing recruiting responsible result retail revenue Rick sales calls sales force sales manager sales reps sales team sales training sales volume salespeople salesperson selling skills Solectron solution strategic account strategy successful suppliers supply chain management Synectics telemarketing territory tion tomer trade Wal-Mart WaveRider