销售管理(分析与决策第5版英文影印版)/当代全美MBA经典教材书系
"销售管理(分析与决策第5版英文影印版)/当代全美MBA经典教材书系"的详细介绍……
本书介绍了销售管理发展趋势和相关问题的最新信息，有助于帮助学生奠定深厚的理论基础、学习21世纪所需的各种创新性技巧。模块化的内容设计，有助于教师根据具体需要安排教学。
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"销售管理(分析与决策第5版英文影印版)/当代全美MBA经典教材书系"的图书目录……
Module 1 Changing World of Sales Management
Part 1 Describing the Personal Selling Function
Module 2 Overview of Personal Selling
Appendix 2 Sales Careers
Part 2 Defining the Strategic Role of the Sales Function
Module 3 Organizational Strategies and the Sales Function
Module 4 Sales Organization Structure and Salesforce Deployment
Appendix 4 Developing Forecasts
Part 3 Developing the Salesforce
Module 5 Staffing the Salesforce:Recruitment and Selcection
Module 6 Continual Development the
Part 4 Directing the Salesforce
Module 7 Sales Management Leadersiop and Supervision
Module 8 Motivation and Reward System Management
Part 5 Determining Salesforce Effectiveness and Performance
Module 9 Evaluating the Effectiveness and Performance
Module 10 Evaluating the Performance of Salespeople
Cases
Glossary
Notes
Index
Part 1 Describing the Personal Selling Function
Module 2 Overview of Personal Selling
Appendix 2 Sales Careers
Part 2 Defining the Strategic Role of the Sales Function
Module 3 Organizational Strategies and the Sales Function
Module 4 Sales Organization Structure and Salesforce Deployment
Appendix 4 Developing Forecasts
Part 3 Developing the Salesforce
Module 5 Staffing the Salesforce:Recruitment and Selcection
Module 6 Continual Development the
Part 4 Directing the Salesforce
Module 7 Sales Management Leadersiop and Supervision
Module 8 Motivation and Reward System Management
Part 5 Determining Salesforce Effectiveness and Performance
Module 9 Evaluating the Effectiveness and Performance
Module 10 Evaluating the Performance of Salespeople
Cases
Glossary
Notes
Index
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