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Management of a Sales Force
  
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Management of a Sales Force (Hardcover)

by William J. Stanton (Author), Richard H. Buskirk (Author), Rosann L. Spiro (Editor)
4.0 out of 5 stars  (1 customer review)

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12 used & new available from £2.41
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Product details

  • Hardcover: 656 pages
  • Publisher: Irwin Professional (USA); 10Rev Ed edition (Nov 1998)
  • Language English
  • ISBN-10: 025621896X
  • ISBN-13: 978-0256218961
  • Product Dimensions: 24 x 19.3 x 3 cm
  • Average Customer Review: 4.0 out of 5 stars See all reviews (1 customer review)
  • Amazon.co.uk Sales Rank: 2,985,830 in Books (See Bestsellers in Books)
    (Publishers and authors: Improve Your Sales)
  • Other Editions: Hardcover (12) |  Paperback (10Rev Ed) |  Unknown Binding (Import) |  All Editions

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Product Description

Book Description
Management of the Sales Force covers the concepts and applies the theories associated with managing a sales force. The sales management course is offered in most marketing departments. In some cases you will find the sales management and selling course have merged (which is one reason why we've added a new chapter on personal selling to appeal to the widest audience.)

This is the #1 selling text in this market. It has been praised over the years for being practical, applied, and student friendly. Previously known as Stanton, Buskirk and Spiro, the tenth edition marks Rosann Spiro's leadership role and thus, the cover reflects this change by including only Bill Standon and Rosann Spiro's names.

Synopsis
This text covers the concepts and applies the theories associated with managing a sales force. It emphasizes relationship selling and the use of team-selling.

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