Last edited by Bara
Tuesday, May 12, 2020 | History

5 edition of Sales management: concepts, practices, and cases found in the catalog.

Sales management: concepts, practices, and cases

by Albert H. Dunn

  • 396 Want to read
  • 25 Currently reading

Published by General Learning Press in Morristown, N.J .
Written in English

    Subjects:
  • Sales management.,
  • Sales forecasting.,
  • Selling.

  • Edition Notes

    Includes bibliographical references.

    Statement[by] Albert H. Dunn, Eugene M. Johnson [and] David L. Kurtz.
    SeriesGeneral Learning Press marketing series
    ContributionsJohnson, Eugene M., joint author., Kurtz, David L., joint author.
    Classifications
    LC ClassificationsHF5438 .D889
    The Physical Object
    Paginationxvii, 494 p.
    Number of Pages494
    ID Numbers
    Open LibraryOL5069297M
    LC Control Number74077773

    - How do the concepts work in practice? Limitations of the thesis The thesis does not include economical matters related to marketing and business concepts in general nor in the case companys case. Figures – budgets, costs, profits – concerning the conceptual changes carried out in the case company are also not Size: KB. Eugene M. Johnson, David L. Kurtz, Eberhard E. Scheuing - Sales Management - Concepts, Practices, and Cases. Мениджмънт и човешки ресурси. Издателство McGraw-Hill - стари книги, употребявани книги, нови книги.

    Management - Science, Theory and Practice: Definition of management, its nature and purpose: Managing: Science or art (The elements of science), Managerial skills and the organizational hierarchy. Functions of managers. 2. The Evolution of Management Thought: Frederick Taylor and scientific management, Followers of Taylor, Fayol. And management Course Code: Paper-V Vetter: Dr. B.S. Bodla Lesson: 1 Definition and Core Concept, Marketing Tools, P's-Product, Price, Place and Promotion. Structure Objectives Introduction Definitions and terminology Marketing concepts Marketing mix Summary Key words Self Assessment ExerciseFile Size: 1MB.

    Sales managers have all the usual management concerns, such as fair hiring practices. According to the Federal Sentencing Guidelines, managers also have to develop policies and practices that codify ethical behaviors, train salespeople on the ethics policies, and ensure that the policies are followed.   Open-book management is a way of running a company that engages employees in making learn to understand the economics of the .


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Sales management: concepts, practices, and cases by Albert H. Dunn Download PDF EPUB FB2

Sales Management: Concepts, Practices, and Cases (MCGRAW HILL SERIES IN MARKETING) In stock. The authors emphasise the dynamic nature of sales management and its need to function in a constantly changing by: Thoroughly updated and completely rewritten, this second edition aims to capture the vitality of sales management in an environment that is constantly changing.

Noted for its realism in presenting the sales management function, the text incorporates examples of current practises and includes realistic case studies, carefully developed to provide a variety of learning by: Paperback.

Condition: Very Good. Sales Management: Concepts, Practices and Cases (McGraw-Hill International Editions: Marketing & Advertising Series) This book is in very good condition and will be shipped within 24 hours of ordering.

The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This second edition aims to capture the vitality of sales management in an environment that is constantly changing. The text incorporates examples of current practises and includes realistic case studies.

Additional Physical Format: Online version: Dunn, Albert H. Sales management: concepts, practices, and cases. Morristown, N.J., General Learning Press []. Part 1: Introduction to personal selling and sales management; The job of the sales manager; Careers in professional selling and sales management.

And cases book 2: The personal selling function; evolution of professional selling; Sales management: concepts steps in the selling process; advanced steps in the selling process; territory development and time management.

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Concepts, Developments, and Practices The business enterprise has only tw o basic functions: Marketing and in novation. Marketing and innovation produc e results, all the rest are costs. Sales & Marketing Management Business Description Business Offerings Sales Staff Management Sales territory management Target market Developing market and sales potential In either case, you are marketing offerings to customers/clients.

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