Publisher's Synopsis
"Sales Management" provides an introduction to the role and responsibilities of sales managers and includes 45 case studies. Intended for undergraduate level and MBA courses, the book focuses on the activities of first-line field sales managers. It provides the instructor and student with a combination of teaching and learning devices, including text, case studies, problems, experiential exercises, and sales management simulation. The new model on the sales management process in this edition helps students integrate material. Chapters on personal selling, ethics, and industrial selling are included. The text also contains key words, glossary, learning objectives, flow charts, illustrations, chapter summaries, and review sections.
