1 edition of Readings in sales force management found in the catalog.
Readings in sales force management
Includes bibliographical references.
|Statement||edited by M. L. King.|
|Contributions||King, M. L.|
|LC Classifications||HF5438 .R42|
|The Physical Object|
|Pagination||ix, 85 p. :|
|Number of Pages||85|
|LC Control Number||74620154|
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Bill Communications Sales and Marketing Management Vertical Files Date Creator Bill Communications, Inc. Extent 11 Linear Feet, 7, Items Repository David M. Rubenstein Rare Book & Manuscript Library Language Material in English. To understand the basic functions of sales force management as well as theories and concepts about appropriately managing the sales function to attain a firm marketing objectives. 3. To improve student critical thinking and communication skills via in class discussion of assigned readings, cases, preparation of written assignments and.
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Originally, the term ‘sales management’ referred to the direction of sales force personnel. But, it has gained a significant position in the today’s world.
Now, the sales management meant management of all marketing activities, including advertising, sales promotion, marketing research, physical distribution, pricing, and product File Size: KB.
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The Books homepage helps you explore Earth's Biggest Bookstore without ever leaving the comfort of your couch. Here you'll find current best sellers in books, new releases in books, deals in books, Kindle. "The management of the relationship between the sales professional and the customer is of key strategic importance.
This book of readings illustrates some of the latest thinking in the area of the management of sales and customer relations and consists of the writings of leading academics and practitioners in both the USA and the UK.
This book covers the following topics: Understanding the nature of services, Aligning service strategy and service competitiveness, service design, development and automation, Managing human resource in services, Service quality, Service facility design and facility location, Demand management in services, Capacity management or supply.
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Wheeler, "Management is centered in the administrators or managers of the firm who integrate men, material and money into an effective operating limit." J.N. Schulze, "Management is the force which leads guides and directs an organization in the File Size: 1MB.
Sales management is the process of handling all aspects of a sales team's activities to ensure that company goals are met. A sales manager is responsible for. When sales forces are well managed, firms can induce greater performance from them.
For this study, the authors collaborated with a major multinational firm to develop and estimate a dynamic structural model of sales employee responses to various management instruments like compensation, training, and recruiting/termination policies.
Organization: text, cases, and readings on the management of organizational design and change John P. Kotter, Leonard A. Schlesinger, Vijay Sathe Irwin, - Business & Economics. There is a commitment to a “push” strategy for the ‘Readings Experience’.
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This edition focuses more than ever on the managing process, both within and between organizations, and such "soft" issues as managing creativity and imagination, managers’ values and beliefs, and organizational culture .Introduction to modeling tools used to support marketing analysis and decision making.
Applications in strategic marketing, marketing segmentation, new product development, sales promotion analysis, pricing, design of marketing mix, sales force allocation and direct marketing. Spreadsheet driven cases and illustrative readings.
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