Management of a Sales Force - Rilegato

Spiro, Rosann; Stanton, William; Rich, Gregory

Rilegato

ISBN 10: 007352977X ISBN 13: 9780073529776

Casa editrice: McGraw-Hill Education, 2007

Riassunto

Management of a Sales Force is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who now use the internet to research their purchasing decisions. All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges. In addition, the latest sales management research studies and reports are presented in a straightforward, easy-to-read manner, making Management of A Sales Force, 12e, by far the most current sales management textbook on the market.

Su questo libro

L'autore:

Professor of Marketing at the Kelley School of Business, Indiana University in Bloomington, Indiana, where she teaches Sales Management, Personal Selling, Business-to-Business Marketing, International Marketing, and Managerial Research in Marketing. After receiving her undergraduate degree in Economics and an M.B.A. in Marketing from Indiana, she joined the Shell Oil Company as a Senior Analyst/Statistician in the Economics and Planning Department. She then moved on to the more exciting area of sales: as the first woman to become a Shell Oil sales representative, she sold a wide variety of products to major industrial accounts.

Su questa edizione

• Editore: McGraw-Hill Education
• Data di pubblicazione: 2007
• ISBN 10: 007352977X
• ISBN 13: 9780073529776
• Rilegatura: Copertina rigida
• Numero di pagine: 584