Sales Management: Concepts and Cases - Hardcover

Dalrymple, Douglas J.; Cron, W.L.

Hardcover

ISBN 10: 0471532495 ISBN 13: 9780471532491

Verlag: John Wiley & Sons Inc, 1992

Inhaltsangabe

This textbook has been revised and updated to include new chapters on accountancy and territory management. It provides an overview of the selling process and describes how to recruit, train and motivate staff, how to plan and budget for promotions and how to forecast sales.

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Reseña del editor

The authors not only provide students with the basics of sales management and what is involved in personal selling but also make it practical and interesting as well. Each chapter begins with short vignettes and features role-playing exercises to challenge and motivate pupils. Extensive references pertaining to the practice of major companies are extremely helpful when interviewing and add realism and credibility. New topics include: account and territory management, evaluating overall sales force performances, controlling individual salespeople and much more.

Details zur Ausgabe

• Verlag: John Wiley & Sons Inc
• Erscheinungsdatum: 1992
• Sprache: Englisch
• ISBN 10: 0471532495
• ISBN 13: 9780471532491
• Einband: Tapa dura
• Anzahl der Seiten: 784
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar