This is a research/theory-based text that cites the theoretical foundations of sales management and blends this with current industry examples and applications. It will appeal to a variety of teaching approaches: to those instructors who primarily emphasize the lecture-discussion approach, or to those who prefer case-oriented instruction. No matter which approach is used, the research/theory combination, coupled with the solid sales management foundation, and the addition of the text themes of innovation, leadership and technology, combine to make this text a leader in the sales management market.
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Book Description McGraw-Hill Publishing Co., 2002. Paperback. Book Condition: New. Sales Force Management: With Excel Spreadsheets Brand new item sourced directly from publisher. Packed securely in tight packaging to ensure no damage. Shipped from warehouse on same/next day basis. Bookseller Inventory # 1111-9780071213219