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Sales management : analysis and decision making

Author: Thomas N Ingram; Raymond W LaForge
Publisher: Fort Worth : Dryden Press, ©1997.
Series: Dryden Press series in marketing.
Edition/Format:   Print book : English : 3rd edView all editions and formats
Summary:

Focusing on sales management, this edition emphasizes emerging trends such as teamwork within the sales organization, international issues and cultural diversity, ethics and relationship-oriented  Read more...

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Document Type: Book
All Authors / Contributors: Thomas N Ingram; Raymond W LaForge
ISBN: 0030985846 9780030985843
OCLC Number: 37590331
Description: xxiii, 611 pages : illustrations (some color) ; 24 cm.
Contents: The changing world of sales management; defining the strategic role of the sales function; designing the sales organization; developing the salesforce; directing the salesforce; determining salesforce performance; comprehensive cases.
Series Title: Dryden Press series in marketing.
Responsibility: Thomas N. Ingram, Raymond W. LaForge, Charles H. Schwepker, Jr.

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