Sales Management / Concepts and Cases Seventh Edition 

 - 7th 
 -  John Wiley & Sons, Ltd,  2001 
 - 592 
<br/><br/> 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. 
<br/><br/><label>ISBN: </label>471399907