出版时间:2004-3 出版社:北京大学出版社 作者:英格拉姆 页数:420 字数:569000
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内容概要
本书介绍了销售管理发展趋势和相关问题的最新信息,有助于帮助学生奠定深厚的理论基础、学习21世纪所需的各种创新性技巧。模块化的内容设计,有助于教师根据具体需要安排教学。
书籍目录
Module 1 Changing World of Sales ManagementPart 1 Describing the Personal Selling Function Module 2 Overview of Personal Selling Appendix 2 Sales CareersPart 2 Defining the Strategic Role of the Sales Function Module 3 Organizational Strategies and the Sales Function Module 4 Sales Organization Structure and Salesforce Deployment Appendix 4 Developing ForecastsPart 3 Developing the Salesforce Module 5 Staffing the Salesforce:Recruitment and Selcection Module 6 Continual Development the Part 4 Directing the Salesforce Module 7 Sales Management Leadersiop and Supervision Module 8 Motivation and Reward System ManagementPart 5 Determining Salesforce Effectiveness and Performance Module 9 Evaluating the Effectiveness and Performance Module 10 Evaluating the Performance of SalespeopleCasesGlossaryNotesIndex
编辑推荐
其它版本请见:《营销学精选教材:销售管理分析与决策(第6版)(英文影印版)》
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