ABSTRACT
Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life "best practices" of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and identifies the skill sets needed for the 21st century.
TABLE OF CONTENTS
part |2 pages
Part 1. Describing the Personal Selling Function
part |2 pages
Part 2. Defi ning the Strategic Role of the Sales Function
part |2 pages
Part 3. Developing the Salesforce
part |2 pages
Part 4. Directing the SalesForce
part |2 pages
Part 5. Determining Salesforce Effectiveness and Per for mance