Practical Sales Management offers realistic perspectives on
traditional tasks of the sales manager such as hiring, training,
compensation, organization, automation, and achievement measures.
In addition, it presents new guidance on how necessary the sales
manager's involvement is in contracts, pricing, channel selection,
and company resource relationships. Finally, Practical Sales
Management describes how crucial the sales manager is in company
leadership, strategy formulation, and in reporting market judgments
of the performance of the firm. Bonus sections are included on how
to sell, how to increase sales, and how to avoid mistakes.
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