
Skillfully tying together theory and practice, this text deals with the management of funds of institutional investors (depository institutions, insurance companies, investment companies, pension funds, and endowment funds and foundations). Building a solid understanding of the...

Readers who want a practical, real-world approach to sales force management that intentionally avoids models and theoretical detail will find what they're looking for here. With strong coverage of the human factors in sales management, such as motivation, staffing, and leadership,...


