The authors not only provide students with the basics of sales management and what is involved in personal selling but also make it practical and interesting as well. Each chapter begins with short vignettes and features role-playing exercises to challenge and motivate pupils. Extensive references pertaining to the practice of major companies are extremely helpful when interviewing and add realism and credibility. New topics include: account and territory management, evaluating overall sales force performances, controlling individual salespeople and much more.
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Book Description Wiley, 1992. Book Condition: Very Good. 3rd. Ships from Reno, NV. Great condition for a used book! Minimal wear. Bookseller Inventory # GRP90375784
Book Description Wiley. Paperback. Book Condition: VERY GOOD. Light rubbing wear to cover, spine and page edges. Very minimal writing or notations in margins not affecting the text. Possible clean ex-library copy, with their stickers and or stamp(s). Bookseller Inventory # 2811945100
Book Description John Wiley & Sons Inc, 1992. Softcover. Book Condition: Used: Good. 3rd. Text in English (161 pages). Third Edition Published in 1992. Soft cover. Oversized. Bookseller Inventory # 901602
Book Description Wiley, 1992. Paperback. Book Condition: Used: Good. 3rd. Bookseller Inventory # SONG0471549878