Revised throughout, this classic text blends the most current sales management research with real-life 'best practices' of leading sales organizations. The authors teach sales management, and interact with sales management professionals on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies.The seventh edition of "Sales Management" includes current coverage of the trends and issues in sales management, and equips students with a strong foundation and skills necessary for the 21st century.All-new opening vignettes introduce each chapter; the economical 10 chapter paperback format of the previous edition has been maintained. All the 'Sales Management in the 21st Century' boxes have been revised, and new sales executives have been added to the Sales Executive Panel. To reflect the most recent thought and practice, the chapter on personal selling has been completely revised. All chapters have been revised to include important new topics and new company examples. To address important and contemporary sales management issues, the section of long case studies has been updated to include two new cases. Role-play exercises for ethical dilemmas and short cases are included at the end of each chapter. An Instructor's Manual with learning objectives, a test bank, PowerPoint presentation materials, and more is available free as a CD or online to instructors who adopt the text.
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Descripción Routledge. PAPERBACK. Estado de conservación: New. 0765622599 New Condition. Nº de ref. de la librería NEW6.0413271
Descripción Routledge, 2008. Paperback. Estado de conservación: New. Nº de ref. de la librería P110765622599
Descripción M.E.Sharpe, 2008. Paperback. Estado de conservación: New. 7. Nº de ref. de la librería DADAX0765622599
Descripción Routledge, 2008. Paperback. Estado de conservación: Brand New. 7th edition. 398 pages. 10.50x8.25x0.50 inches. In Stock. Nº de ref. de la librería zk0765622599