Sales Management – Analysis and Decision Making


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Sales Management – Analysis and Decision Making

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6th edition. — South-Western College Pub., 2004. — 436 p.The sixth edition of Sales Management:

Analysis and Decision Making has several important strengths. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. These interactions with practicing professionals and students ensure that the text covers the appropriate sales management topics and employs effective pedagogy.

This new edition continues what has been effective in previous editions, but contains changes that improve content and pedagogy.

The key strengths of the sixth edition include:

The 10 modules and paperback format from the previous edition are maintained.

This makes it easy for professors to cover the text in a semester or quarter, and still have sufficient time to use active learning exercises throughout the course.

All of the important sales management topics are addressed and students can purchase the text for much less than a typical hardcover sales management book.
All new Opening Vignettes are used to introduce each module.

These vignettes generate student interest by presenting examples of current sales management practice in leading firms.
Revised “Sales Management in the 21st Century” boxes and new sales executives have been added in our Sales Executive Panel.

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