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Sales Management: Analysis and Decision Making

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Our objective in writing the sixth edition of Sales Management: Analysis and Decision Making was to continue to present comprehensive and rigorous coverage of contemporary sales management in a readable, interesting, and challenging manner. Findings from recent sales management research are blended with examples of current sales management practice into an effective pedagogical format. Topics are covered from the perspective of a sales management decision maker. This decision-making perspective is accomplished through a modular format that typically consists of discussing basic concepts, identifying critical decision areas, and presenting analytical approaches for improved sales management decision making. Company examples from the contemporary business world are used throughout the text to supplement module discussion.

Make effective sales decisions with SALES MANAGEMENT! With a focus on the importance of employing different sales strategies for different consumer groups, this management text blends the most recent sales management research with real-life best practices of leading sales organizations. Role plays, cases, technology, and applications are just a few of the tools that will help you succeed in your sales career.

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ACT! 2005 For Dummies
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