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This text and casebook is a research/theory based text that cites the theoretical foundations of sales management. It fits best in more rigorous undergraduate programs and MBA programs. This edition features the significant contribution of two new co-authors, John Tanner and Mark Johnston. This book will appeal to a variety of teaching approaches. Instructors who primarily emphasize the lecture-discussion approach will find ample material for either a one-quarter or a one-semester course in the chapters and end-of-chapter discussion questions. For those who prefer case-oriented instruction, we have included 32 cases. These cases can be found at the end of the three sections since they primarily emphasize issues discussed in a particular section. The last five cases in Section III are more encompassing and contain a variety of marketing and sales management issues. The book now has two fewer chapters making it more flexible for schools that wish to have more time to cover selling skills and/or wish to have more time for case analysis.
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- PublisherIrwin Professional Pub
- Publication date1999
- ISBN 10 0070275556
- ISBN 13 9780070275553
- BindingHardcover
- Edition number6
- Number of pages727
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Sales Force Management
Published by
McGraw-Hill Education
(1999)
ISBN 10: 0070275556
ISBN 13: 9780070275553
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Hardcover
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Book Description Condition: Very Good. 6th Edition. Used book that is in excellent condition. May show signs of wear or have minor defects. Seller Inventory # 3092296-6
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Sales Force Management (The Irwin/Mcgraw-Hill Series in Marketing)
Published by
Irwin Professional Pub
(1999)
ISBN 10: 0070275556
ISBN 13: 9780070275553
Used
Hardcover
Quantity: 1
Seller:
Rating
Book Description Condition: Good. Good condition. 6th edition. A copy that has been read but remains intact. May contain markings such as bookplates, stamps, limited notes and highlighting, or a few light stains. Bundled media such as CDs, DVDs, floppy disks or access codes may not be included. NOT AVAILABLE FOR SHIPMENT OUTSIDE OF THE UNITED STATES. Seller Inventory # T10B-04019
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