4923953
9780471532491
Out of Stock
The item you're looking for is currently unavailable.
Uses a comprehensive, up-to-date and practical approach to sales management. Each chapter begins with a narrative about an individual firm. Boxes highlight recent developments, topical issues and unique sales strategies. Special attention is paid to current topics on managing strategic account relationships, team development, work force diversity, Total Quality Management and ethical issues. This edition features 21 new cases, increasing the total number of cases to 49. Cases appear at the end of each chapter. Thoroughly updated tables, figures and references.Dalrymple, Douglas J. is the author of 'Sales Management: Concepts and Cases' with ISBN 9780471532491 and ISBN 0471532495.
[read more]