Sales management : concepts and cases /
Sales management functions and strategies: introduction to selling and sales management; strategic planning and budgeting. Developing the selling function: personal selling; account relationship management; territory management; sales ethics. Sales goals and structure: estimating potentials and fore...
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| Other Authors: | , |
| Format: | Book |
| Language: | English |
| Published: |
Chichester :
John Wiley and Sons,
2000.
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| Edition: | 7th ed. |
| Subjects: | |
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| Institutions: | Mạng thư viện Đại học Đà Nẵng |
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| Summary: | Sales management functions and strategies: introduction to selling and sales management; strategic planning and budgeting. Developing the selling function: personal selling; account relationship management; territory management; sales ethics. Sales goals and structure: estimating potentials and forecasting sales; organization; territory design. Building a sales program: recruiting and selecting personnel; sales training; leadership; motivating sales training... |
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| Physical Description: | 585 p. ; 26cm. |
| ISBN: | 0471388807 |