Sales Management : Analysis and Decision Making

Schwepker, Charles H., Ingram, Thomas N., Avila, Ramon A., Schwepker, Charles H., Jr., LaForge, Raymond W.

ISBN 10: 0324321058 / ISBN 13: 9780324321050

Verlag: Cengage South-Western, 2005

Beschreibung

Ships from the UK. Former library book; may include library markings. Used book that is in excellent condition. May show signs of wear or have minor defects. Bestandsnummer des Verkäufers 52540157-20

Bibliografische Details

Titel: Sales Management : Analysis and Decision ...

Verlag: Cengage South-Western

Erscheinungsdatum: 2005

Einband: Softcover

Zustand: Very Good

Auflage: 6th.

Über diesen Titel

Inhaltsangabe:

This undergraduate textbook examines the relationships between personal selling and organizational strategies, presents analytical approaches to managerial decision making, and offers guidance on the recruitment of salespeople, training, reward systems, and performance evaluation. The sixth edition reflects changes in customer relationship management and outsourcing the sales force. Annotation ©2004 Book News, Inc., Portland, OR (booknews.com)

Reseña del editor:

Make effective sales decisions with SALES MANAGEMENT! With a focus on the importance of employing different sales strategies for different consumer groups, this management text blends the most recent sales management research with real-life best practices of leading sales organizations. Role plays, cases, technology, and applications are just a few of the tools that will help you succeed in your sales career.