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Books > Business & Economics > Business & management > Sales & marketing > Sales & marketing management
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Sales Force Management - 2nd Edition (Paperback, 2nd Edition)
Loot Price: R3,554
Discovery Miles 35 540
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Sales Force Management - 2nd Edition (Paperback, 2nd Edition)
Expected to ship within 12 - 19 working days
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The second edition of Sales Force Management prepares students for
professional success in the field. Focused on the areas of customer
loyalty, customer relationship management, and sales technology,
this practical resource integrates selling and sales management
while highlighting the importance of teamwork in any sales and
marketing organization. The text presents core concepts using a
comprehensive pedagogical framework--featuring real-world case
studies, illustrative examples, and innovative exercises designed
to facilitate a deeper understanding of sales management challenges
and to develop stronger sales management skills. Supported with a
variety of essential ancillary resources for instructors and
students, Sales Force Management, 2nd Edition includes digital
multimedia PowerPoints for each chapter equipped with voice-over
recordings ideal for both distance and in-person learning.
Additional assets include the instructor's manual, computerized and
printable test banks, and a student companion site filled with
glossaries, flash cards, crossword puzzles for reviewing key terms,
and more. Integrating theoretical, analytical, and pragmatic
approaches to sales management, the text offers balanced coverage
of a diverse range of sales concepts, issues, and activities. This
fully-updated edition addresses the responsibilities central to
managing sales people across multiple channels and through a
variety of methods. Organized into four parts, the text provides an
overview of personal selling and sales management, discusses
planning, organizing, and developing the sales force, examines
managing and directing sales force activities, and explains
effective methods for controlling and evaluating sales force
performance.
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