Management of a Sales Force
- ISBN-10
- 0256138184
- ISBN-13
- 9780256138184
- Series
- Management of a Sales Force
- Category
- Sales management
- Pages
- 566
- Language
- English
- Published
- 1995-01
- Publisher
- McGraw-Hill/Irwin
- Authors
- William J. Stanton, Rosann L. Spiro, Richard H. Buskirk
Description
Readers who want a practical, real-world approach to sales force management that intentionally avoids models and theoretical detail will find what they're looking for here. With strong coverage of the human factors in sales management, such as motivation, staffing, and leadership, as well as 42 case studies that features situations faced by real-life sales managers, this book's innovation advice is ideal for current and future sales managers alike.
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By Rosann L. SpiroManagement of a Sales Force