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Sales management: analysis and decision making

By: Contributor(s): Publication details: Delhi Thomson South-Western 2007Edition: 6th edDescription: xxii, 436 pISBN:
  • 8131502066
  • 9788131502068
Subject(s): DDC classification:
  • 658.81 I6S2-2007
Summary: SALES MANAGEMENT blends the most recent sales management research with real-life "best practices" of leading sales organizations. This text continues to focus on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Topics are covered from the perspective of a sales management decision maker.
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Holdings
Item type Current library Item location Collection Shelving location Call number Status Date due Barcode
Books Vikram Sarabhai Library Rack 39-B / Slot 2260 (2nd Floor, East Wing) Non-fiction General Stacks 658.81 I6S2-2007 (Browse shelf(Opens below)) Available 190688

Table of Contents:

PART 1: Describing the Personal Selling Function
PART 2: Defining the Strategic Role of the Sales Function
PART 3: Developing the Salesforce
PART 4: Directing the Salesforce
PART 5: Determining Salesforce Effectiveness and Performance

SALES MANAGEMENT blends the most recent sales management research with real-life "best practices" of leading sales organizations. This text continues to focus on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Topics are covered from the perspective of a sales management decision maker.

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