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| Preface | ||
| Ch. 1 | The Selling Process and Its Management | 1 |
| Ch. 2 | The Organizational Buyer and the Buying Process | 20 |
| Ch. 3 | The Place of Communication in the Sales Profession | 50 |
| Ch. 4 | Motivation in Selling and Sales Management | 72 |
| Ch. 5 | Ethical and Legal Issues in the Sales Profession | 97 |
| Ch. 6 | The Selling Process - Preparation | 121 |
| Ch. 7 | The Selling Process - The Sales Presentation | 148 |
| Ch. 8 | The Selling Process - Closing the Sale | 171 |
| Ch. 9 | The Selling Process - Handling Objections | 189 |
| Ch. 10 | The Selling Process - The Follow-Up After the Sale | 203 |
| Ch. 11 | Leading the Sales Force | 225 |
| Ch. 12 | Organizing the Sales Force | 255 |
| Ch. 13 | Recruiting and Selecting Salespeople | 284 |
| Ch. 14 | Training the Sales Force | 315 |
| Ch. 15 | Forecasting Sales and Establishing Goals and Budgets | 345 |
| Ch. 16 | Rewarding the Sales Force | 375 |
| Ch. 17 | Evaluating the Sales Force | 406 |
| 1. Dell Computer Corporation - 1993 | 433 | |
| 2. Automation Partners: Human Resource Management in a High-Technology Firm | 445 | |
| 3. ISM Engineering | 461 | |
| 4. Calox Machinery Corporation (A) | 474 | |
| Calox Machinery Corporation (B) | 485 | |
| 5. What Happened to the Effective and Productive Managers Who Became Less Effective and Productive Overseas? | 490 | |
| 6. Phoenix Holdings' Troubled Acquisition | 494 | |
| 7. Trucking Plus Company in France | 508 | |
| 8. Southeastern Directory | 515 | |
| 9. Texas Timber Products, Inc. | 523 | |
| 10. Ideal Brands, Inc. | 528 | |
| Company Index | 532 | |
| Index | 535 |
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Jason Bauer
reviewed Sales and Sales Management on June 02, 2020 Sales and Sales Management
Excellent material for practical use. Great pictures. Fun to peruse and to use.
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