Sales Management Decision Strategy And Cases 5e
(English,Paperback)
By Richard R Still (Author) By Pearson (Publication)
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Book Details
Binding :Paperback
Publication Date : 2014
ISBN :9788131710890
Language :English
Rack No. :KOL/229/8/36
Pages :638
Publisher :Pearson
Description
Description
This edition of thewidely adopted volume applies a management approach to an analysisof the sales executives job, the duties and responsibilitiesinvolved, and the planning and implementation of sales andmarketing programmes.
For Sale in Indiansubcontinent only
- To delineate the areas in which sales executives make decisions
- To analyze decision alternatives and criteria in these areas
- To provide cases as real-world illustrations of decision situations.
Part I: Personal Selling and Marketing Strategy - Sales Management and the Business Enterprise.
- Sales Management, Personal Selling, and Salesmanship.
- Setting Personal-Selling Objectives.
- Determining Sales-Related Marketing Policies.
- Formulating Personal-Selling Strategy.
Part II: Organizing the Sales Effort - The Effective Sales Excutive.
- The Sales Organization.
- Sales Departme...
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