Sales Management, 5E

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Sales Management, 5E

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This updated edition of the widely adopted volume applies a management approach to an analysis of the sales executives job, the duties and responsibilities involved, and the planning and implementation of sales and marketing programmes. The emphasis is on sales manage-ment and not on marketing. The three principal objectives of the book are: (i) To delineate the areas in which sales executives make decisions. (ii) To analyze decision alternatives and criteria in these areas. (iii) To provide cases as real-world illustrations of decision situations.


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This updated edition of the widely adopted volume applies a management approach to an analysis of the sales executives job, the duties and responsibilities involved, and the planning and implementation of sales and marketing programmes. The emphasis is on sales manage-ment and not on marketing. The three principal objectives of the book are: (i) To delineate the areas in which sales executives make decisions. (ii) To analyze decision alternatives and criteria in these areas. (iii) To provide cases as real-world illustrations of decision situations.
Additional Information
Title Sales Management, 5E Height 25
Cundiff Width 15
ISBN-13 9788120305670 Binding Paperback
ISBN-10 #8120305671 Spine Width
Publisher Amer Philosophical Society Pages 656
Edition 2010 Availability In Stock

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