This work describes the theory and practice of managing a team of sales people. The following areas are covered: selling and sales management in a modern marketing context; aspects of the organization; management topics - recruitment, training, leadership and evaluation. Important management questions, applied to the sales function are debated. The questions include: what is the role of selling in a market context; what effects do different sales strategies, sales people and sales management practices have on company growth ...
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This work describes the theory and practice of managing a team of sales people. The following areas are covered: selling and sales management in a modern marketing context; aspects of the organization; management topics - recruitment, training, leadership and evaluation. Important management questions, applied to the sales function are debated. The questions include: what is the role of selling in a market context; what effects do different sales strategies, sales people and sales management practices have on company growth and profitability; and how can the sales function be effectively controlled and evaluated? Each chapter starts with learning objectives and ends with a summary, a list of important terms and phrases, questions and a discussion topic with questions. The book is written for students at undergraduate level, and is also suitable for practising managers.
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Add this copy of Sales Management: Theory and Practice to cart. $13.02, good condition, Sold by HPB-Red rated 5.0 out of 5 stars, ships from Dallas, TX, UNITED STATES, published 2007 by Palgrave Macmillan.
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Add this copy of Sales Management: Theory and Practice to cart. $19.64, fair condition, Sold by Anybook rated 4.0 out of 5 stars, ships from Lincoln, UNITED KINGDOM, published 2007 by Palgrave Macmillan.
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This is an ex-library book and may have the usual library/used-book markings inside. This book has soft covers. In fair condition, suitable as a study copy. Please note the Image in this listing is a stock photo and may not match the covers of the actual item, 700grams, ISBN: 9780333998519.
Add this copy of Sales Management: Theory and Practice to cart. $19.64, poor condition, Sold by Anybook rated 4.0 out of 5 stars, ships from Lincoln, UNITED KINGDOM, published 2007 by Palgrave Macmillan.
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Seller's Description:
This is an ex-library book and may have the usual library/used-book markings inside. This book has soft covers. In poor condition, suitable as a reading copy. Please note the Image in this listing is a stock photo and may not match the covers of the actual item, 700grams, ISBN: 9780333998519.
Add this copy of Sales Management to cart. $61.73, new condition, Sold by Basi6 International rated 5.0 out of 5 stars, ships from Irving, TX, UNITED STATES, published 2007 by Palgrave MacMillan.
