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.
- ISBN10 0471088730
- ISBN13 9780471088738
- Publish Date 10 July 1995 (first published 1 May 1985)
- Publish Status Out of Stock
- Out of Print 2 April 2001
- Publish Country US
- Publisher John Wiley and Sons Ltd
- Imprint John Wiley and Sons (WIE)
- Edition 4th Revised edition
- Format Paperback
- Pages 176
- Language English