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Sales Force Management: Building Customer Relationships and Partnerships

The second edition of Sales Force Management: Building Customer Relationships and Partnerships prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization.  The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.


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Icon Group International 20,3 x 0,4 x 26 cm N&S Collection 15,2 x 0,6 x 22,9 cm 3 Haziran 2009 Gerardus Blokdyk 16 Eylül 2020 31 Ağustos 2012 Aeryn Cartwright 20,3 x 0,2 x 26 cm 21,6 x 0,6 x 27,9 cm 20,3 x 0,5 x 26 cm NAN RIEWALDT Kolektif 1 Ocak 2013 28 Şubat 2018 29 Ağustos 2009 20,3 x 0,3 x 26 cm
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Sürüm ayrıntıları
yazar Joseph F. Hair Rolph Anderson Rajiv Mehta Barry Babin
isbn 13 978-1119702832
Yayımcı John Wiley & Sons Inc
Boyutlar ve boyutlar 19.81 x 2.54 x 24.89 cm
Tarafından yayınlandı Sales Force Management: Building Customer Relationships and Partnerships 16 Eylül 2020

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