| 书目名称 | Sales Management | | 副标题 | Theory and Practice | | 编辑 | Bill Donaldson | | 视频video | | | 概述 | The new edition has been thoroughly updated to include:.* a new chapter on international marketing and selling.* emphasis on relationship marketing.* more emphasis on managing sales operations.* provi | | 图书封面 |  | | 描述 | Thoroughly updated and expanded, the second edition of this highly successful text continues to provide a lively analysis of the many questions that apply to selling and sales management.Selling is the largest item in most companies‘ marketing budget and this text seeks to debate some of the key management questions as they apply to the sales function..This edition incorporates several important changes occurring in both the theory and practice of sales management. These changes include issues which reflect appropriate organisational responses to rapidly changing markets and ever-increasing competition, such as key account selling, direct marketing and telesales.There is now more emphasis on managing sales operations than of the management of sales personnel.This is reflected in the importance of information technology as it affects sales operations, in particular, database marketing.Further, more coverage has been given to the creation and maintenance of relationships between buyers and sellers and how this should be handled and managed.Finally, a more cosmopolitan and international perspective has been adopted to take cognisance that, for many companies, operating in European and | | 出版日期 | Textbook 1998Latest edition | | 关键词 | Database Marketing; direct marketing; marketing | | 版次 | 2 | | doi | https://doi.org/10.1007/978-1-349-26354-7 | | copyright | Macmillan Publishers Limited 1998 |
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发表于 2025-3-21 17:38:51
