Items related to Management of a Sales Force
This text covers the concepts and applies the theories associated with managing a sales force. It emphasizes relationship selling and the use of team-selling.
"synopsis" may belong to another edition of this title.
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A strong emphasis on relationship selling and particularly the use of team-selling. Most chapters have a "team box" highlighting the principles within a given chapter as they relate to managing selling teams. The cover of the book reflects the team emphasis.
Brand-new chapter on Personal Selling (Chapter 3) which is addition to presenting the more traditional types of transactional selling, discusses relationship selling and team selling.
2/3 of the cases are NEW with a greater geographic distribution of company examples. Also, brand new to this edition, are five integrative cases at the end of the book.
Chapters 14 and 16 (Sales Department Budgeting & Sales Quotas respectively) have been logically combined to treat the subject matter more concisely with new examples and references.
References: Very few references are prior to 1995, and many are actually 1997 and 1998 (compare to ANY competitor).
Other new hot topics and expanded coverage:
Relationship Marketing
Changes in purchasing
National account management
Organizing for International sales
Electronic data bases
Compensating Teams
Motivation for Team selling
Corporate Culture
Reinforcement of Training
The use of Interactive diskettes
Performance-based reviews
The use of "brain teasers" in interviews
Brand-new chapter on Personal Selling (Chapter 3) which is addition to presenting the more traditional types of transactional selling, discusses relationship selling and team selling.
2/3 of the cases are NEW with a greater geographic distribution of company examples. Also, brand new to this edition, are five integrative cases at the end of the book.
Chapters 14 and 16 (Sales Department Budgeting & Sales Quotas respectively) have been logically combined to treat the subject matter more concisely with new examples and references.
References: Very few references are prior to 1995, and many are actually 1997 and 1998 (compare to ANY competitor).
Other new hot topics and expanded coverage:
Relationship Marketing
Changes in purchasing
National account management
Organizing for International sales
Electronic data bases
Compensating Teams
Motivation for Team selling
Corporate Culture
Reinforcement of Training
The use of Interactive diskettes
Performance-based reviews
The use of "brain teasers" in interviews
"About this title" may belong to another edition of this title.
- PublisherIrwin Professional Publishing
- Publication date1998
- ISBN 10 025621896X
- ISBN 13 9780256218961
- BindingHardcover
- Number of pages704
- Rating
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Management of A Sales Force
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(1998)
ISBN 10: 025621896X
ISBN 13: 9780256218961
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Management of A Sales Force
Published by
McGraw-Hill/Irwin
(1998)
ISBN 10: 025621896X
ISBN 13: 9780256218961
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Management of a Sales Force
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(1998)
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ISBN 13: 9780256218961
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Management of a Sales Force
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(1998)
ISBN 10: 025621896X
ISBN 13: 9780256218961
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