Management of a Sales Force
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Autori: Rosann Spiro, William Stanton, Greg Rich Termeni de plata si livrare: *Preturile afisate sunt preturi finale: contin TVA (9%), contin toate costurile ocazionate de transport (valabil doar pentru Bucuresti), comisioane bancare, vama si manipulare. Pentru livrari in provincie se aplica o taxa de 18 RON. |
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(disponibila pentru moment doar in limba engleza)
Management of a Sales Force is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who now use the internet to research their purchasing decisions. All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges. In addition, the latest sales management research studies and reports are presented in a straightforward, easy-to-read manner, making Management of A Sales Force, 12e, by far the most current sales management textbook on the market.
Key features:
- Revised technology coverage includes the impact of customer relationship management systems on strategic planning, profitability analysis, individual evaluation, and other facets of selling and sales force management. Other updated technology issues include the latest on Internet selling, virtual offices, web-based recruiting and training, and the use of both virtual presentations and instant messaging in the sales process.
- The book includes expanded discussion of how international companies organize their sales force through global account management, and several new ?International Perspectives? boxes discuss the impact of global issues on strategic sales management issues.
- Approximately 25% of the book's cases are brand new in the 12th edition. In addition, each chapter has two to four cases that focus on specific issues related to the content. Finally, there are six longer, integrative cases in an appendix at the end of the book. Data for selected cases is available on an Excel spreadsheet.
- New figures, boxed materials, and other graphics have been added to make the book more readable and understandable.
- In the recruitment and selection chapters, discussion of minority recruitment has been expanded, as well as coverage of the latest techniques of salesperson selection interviews.
When discussing sales territory design, the authors present recent research on the negative consequences of unbalanced territories. - In response to user feedback, a detailed discussion of sales quotas has been added to Chapter 10.
At the end of each chapter are experiential exercises that help to reinforce concepts by allowing students to critically think about sales force management issues. Along the same lines, every chapter contains International boxes and Ethical Dilemma boxes that present realistic situations for students to think about. - A strong emphasis on relationship selling and particularly the use of team-selling. Most chapters have a "team box" highlighting the principles within a given chapter as they relate to managing selling teams.
- Woven throughout the book are integrated cases that help students understand key concepts through realistic companies and situations.
- Excel spreadsheets. Several of the cases have data that is available on supplementary Excel spreadsheets.
- Throughout the book, the author team has emphasized the extent to which computer and Internet-related technology have impacted the various functions of sales management.
Author Information:
William J. Stanton is professor emeritus of marketing at the University of Colorado-Boulder. He received his PhD in marketing from Northwestern University, where he was elected to Beta Gamma Sigma. He has worked in business and has taught in several management development programs for marketing executives. He has served as a consultant for various business organizations and has engaged in research projects for the federal government. Professor Stanton also has lectured at universities in Europe, Asia, Mexico, and New Zealand. A coauthor of the leading text in sales management, Professor Stanton has also published several journal articles and monographs. Marketing has been translated into Spanish, and separate editions have been adapted (with coauthors) for Canada, Italy, Australia, and South Africa. In a survey of marketing educators, Professor Stanton was voted one of the leaders in marketing thought. And he is listed in Who's Who in America and Who's Who in the World.