Management of a sales force

By:

Spiro, Rosann L,;Rich, Gregory A,; Stanton, William J

Material type: Text

TextPublication details: New Delhi McGraw Hill 2015Edition: 12 th EdDescription: xxiii, 584p. 26 cm; PbkISBN:

978-9339221768

Subject(s):

Sales Management

DDC classification:

658.81 SPI

Online resources:

Click here to access online

Summary: Management of a Sales Force is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who now use the internet to research their purchasing decisions. All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges.

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode
Books	H.T. Parekh Library	GSB Collection	658.81 SPI (Browse shelf(Opens below))	Available		B2220

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Previous	658.81 SIM The Secrets of great sales management: advanced strategies for maximizing performance	658.81 SMI How to sell more stuff: promotional marketing that really works	658.81 SPI Management of a sales force /	658.81 SPI Management of a sales force	658.81 SRU Luxury Selling: Lessons from the world of luxury in selling high quality goods and services to high value clients /	658.81 STE Successful Sales Management : How to make your team the best ?	658.81 STE Successful Sales Management : How to make your team the best	Next

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Management of a Sales Force is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who now use the internet to research their purchasing decisions. All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges.

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