Sales Management: Concepts, Practices, and Cases (MCGRAW HILL SERIES IN MARKETING)

This revision of Sales Management places greater emphasis on personal selling-providing a careful balance of training and organized issues. Extremely highly researched,the book presents the findings of recent publications in both the academic and trade literature. Among the many appealing features of the book are the engaging stories that involve companies and appear at the start of each chapter,as well as ethical dilemmas that appear throughout the course of the book. Furthermore,in keeping with the globilization of today's marketplace,the book devotes an entire chapter to the coverage of international sales.