Isbn: 9781333764876 - personal selling decisions (classic reprint) (3 resultados)

PAP. Condición: New. New Book. Shipped from UK. Established seller since 2000.

PAP. Condición: New. New Book. Shipped from UK. Established seller since 2000.

Paperback. Condición: New. Print on Demand. This book explores the intricate world of personal selling, examining the multifaceted role it plays in the marketing mix and its impact on consumer purchasing decisions. The author delves into the theoretical foundations of sales force optimization, offering practical models for determining the optimal size and allocation of sales teams. Through a comprehensive analysis of historical data, field experimentation, and simulation techniques, the book provides actionable insights into how sales effort can be effectively directed to maximize revenue. The author also examines the complexities of customer and territorial allocation, addressing challenges such as heterogeneity among customers and geographic dispersion. This book is an invaluable guide for practitioners seeking to refine their sales strategies and improve their sales force performance. Its rigorous approach and practical orientation make it an essential resource for anyone seeking to optimize the effectiveness of their personal selling efforts. This book is a reproduction of an important historical work, digitally reconstructed using state-of-the-art technology to preserve the original format. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in the book. print-on-demand item. …