Mediterranean College

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Sales Management / Concepts and Cases Seventh Edition

Contributor(s): Material type: TextPublication details: John Wiley & Sons, Ltd, 2001Edition: 7thDescription: 592ISBN:
  • 471399907
Summary: This book simulates the role of a sales manager through interactive sales simulation software, many real-world accesses and examples, realistic role plays, and in-class exercises. Sales Management Functions and Strengths, Strategic Planning and Budgeting, Developing the Selling Function, Account Relationship Management, Sales Ethics, Sales Goals and structure, Organization, Building a Sales Program, Recruiting and Selecting Personnel, Leading and Motivating the Sales Force, Motivating Salespeople, Evaluating Performance, Index.
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This book simulates the role of a sales manager through interactive sales simulation software, many real-world accesses and examples, realistic role plays, and in-class exercises. Sales Management Functions and Strengths, Strategic Planning and Budgeting, Developing the Selling Function, Account Relationship Management, Sales Ethics, Sales Goals and structure, Organization, Building a Sales Program, Recruiting and Selecting Personnel, Leading and Motivating the Sales Force, Motivating Salespeople, Evaluating Performance, Index.

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