Sales Management : Concepts and Cases (Paperback, 10th Edition International Student Version)

Part One: Early Management Thought. Chapter 1 - A Prologue to the Past. Chapter 2 - Management Before Industrialization. Chapter 3 - The Industrial Revolution: Problems and Perspective. Chapter 4 - Management Pioneers in the Early Factory. Chapter 5 - The Industrial Revolution in the United States. Chapter 6 - Industrial Growth and Systematic Management. Part Two: The Scientific Management Era. Chapter 7 - The Advent of Scientific Management. Chapter 8 - Spreading the Gospel of Efficiency. Chapter 9 - The Human Factor: Preparing the Way. Chapter 10 - The Emergence of Management and Organization Theory. Chapter 11 - Scientific Management in Theory and Practice. Chapter 12 - Scientific Management in Retrospect. Part Three: The Social Person Era. Chapter 13 - The Hawthorne Studies. Chapter 14 - The Search for Organization Integration. Chapter 15 - People and Organizations. Chapter 16 - Organizations and People. Chapter 17 - Human Relations in Concept and Practice. Chapter 18 - The Social Person Era in Retrospect. Part Four: The Modern Era. Chapter 19 - Management Theory and Practice. Chapter 20 - Organizational Behavior and Organization Theory. Chapter 21 - Science and Systems in Management. Chapter 22 - Obligations and Opportunities. Chapter 23 - Epilogue.