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· 제목 : Dalrymple's Sales Management: Concepts and Cases (Hardcover, 10)
· 분류 : 외국도서 > 경제경영 > 세일즈
· ISBN : 9780470169650
· 쪽수 : 528쪽
· 출판일 : 2008-12-01
· 분류 : 외국도서 > 경제경영 > 세일즈
· ISBN : 9780470169650
· 쪽수 : 528쪽
· 출판일 : 2008-12-01
목차
1. Introduction to Selling and Sales Management.
2. Strategy and Sales Program Planning.
3. Sales Opportunity Management.
4. Account Relationship Management.
5. Customer Interaction Management.
6. Sales Force Organization.
7. Recruiting and Selecting Personnel.
8. Sales Training.
9. Leadership.
10. Ethical Leadership.
11. Motivating Salespeople.
12. Compensating Salespeople.
13. Evaluating Performance.
