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Sales management : an operational approach

Author: Russell Abratt; Brian Van der Westhuizen; Norman Blem
Publisher: Durban : Butterworths, 1989.
Edition/Format:   Print book : EnglishView all editions and formats
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Document Type: Book
All Authors / Contributors: Russell Abratt; Brian Van der Westhuizen; Norman Blem
ISBN: 0409110914 9780409110913
OCLC Number: 25757414
Description: [8], 127 pages : illustrations ; 24 cm
Contents: Marketing and sales management --
Forecasting and budgeting techniques for sales managers --
Organisation of the sales force --
Recruiting and selecting the sales force --
Training the sales force --
Sales compensation --
Sales territory management --
Leading, motivating and supervising the sales force --
Evaluation of sales performance.
Responsibility: Russell Abratt, Brian IC van der Westhuizsen, Norman H Blem.

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