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Sales management : text & cases

Author: Thomas R Wotruba; Edwin K Simpson
Publisher: Boston : PWS-Kent Pub., ©1992.
Edition/Format:   Print book : English : 2nd edView all editions and formats
Summary:

This revised and updated text offers an integrative model of sales management and includes discussions of the buying-selling process, strategic planning and national account management.

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Genre/Form: Case studies
Additional Physical Format: Online version:
Wotruba, Thomas R.
Sales management.
Boston : PWS-Kent Pub., ©1992
(OCoLC)891993373
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Thomas R Wotruba; Edwin K Simpson
ISBN: 0534929796 9780534929794
OCLC Number: 24697016
Description: xxiv, 760 pages : illustrations (some color) ; 25 cm
Contents: Part 1: The dimensions of sales management. Sales management as strategic planning. Part 2: Planning sales management strategy. Measuring markets and forecasting sales. Allocation of resources: territory planning and coverage. Allocation of resources: budgets and quotas. Buying and selling. Part 3: Administrating the sales organization. Sales organizations. Recruiting and selection. Educating and training. Compensation and expenses. Motivation. Leadership and supervision. Part 4: Evaluating the sales organization. Sales management evaluation: sales, costs, and profit analysis. Sales management evaluation: performance appraisal. Legal and ethical aspects of personal selling and sales management.
Responsibility: Thomas R. Wotruba, Edwin K. Simpson.

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