Management of a Sales Force

By Rosann Spiro, William Stanton, Gregory Rich, et al.

Book Overview

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, as well as 42 case studies that features situations faced by real-life sales managers, this book's innovation advice is ideal for current and future sales managers alike.

• Format: Hardcover
• Language: English
• ISBN: 025607996X
• ISBN13: 9780256079968
• Release Date: January 1991
• Publisher: McGraw-Hill Education
• Weight: 2.85 lbs.

Customer Reviews

General sales management book

The book gives a general but thorough overview over the topics sales managers face in everyday situation. It is easy to read and good to understand.

Great handbook for any sales management professional!

Having used this text in the classroom several years, I feel that I really know this book. It is a great reference for your professional marketing library.