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Management of a Sales Force, Eleventh Edition (Управление торговым персоналом)

Опубликовано на портале: 25-11-2003
USA: McGraw-Hill, 2002
Тематический раздел:
Management of a Sales Force is the #1 selling text in this market. This book covers the concepts and applies the theories associated with managing a sales force. This text is praised for its practical, applied, student friendly approach.

Представленная книга носит практический характер; охватывает концепции и использует теории управления торговым персоналом.

PART I: Introduction to Sales Force Management
PART II: Organizing, Staffing, and Training a Sales Force
PART III: Directing Sales Force Operations
PART IV: Sales Planning
PART V: Evaluating Sales Performance
Appendixes