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MANAGEMENT OF A SALES FORCE

By: Material type: TextTextLanguage: ENGLISH Publication details: NEW DELHI MC GRAW HILL 2016Edition: 12Description: 584ISBN:
  • 9789339221768
Subject(s): DDC classification:
  • 658.81 SP
Summary: This book is concerned specifically with the management of an outside sales force and its activities. Because outside salespeople - those who go to the customers - are distinguished here from over-the-counter salespeople to whom the customers come, the book deals largely with the management of sales forces of manufacturers and wholesaling middlemen. Thus the scope of this book does not include any significant treatment of the broader fields of marketing management.
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This book is concerned specifically with the management of an outside sales force and its activities. Because outside salespeople - those who go to the customers - are distinguished here from over-the-counter salespeople to whom the customers come, the book deals largely with the management of sales forces of manufacturers and wholesaling middlemen. Thus the scope of this book does not include any significant treatment of the broader fields of marketing management.

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