Sales force management: text and cases
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Homewood, Ill. u.a.
BPI/Irwin
1990
|
| Edition: | 2. ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | X, 420 S. graph. Darst. |
| ISBN: | 0256079463 |
Staff View
MARC
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| 245 | 1 | 0 | |a Sales force management |b text and cases |
| 250 | |a 2. ed. | ||
| 264 | 1 | |a Homewood, Ill. u.a. |b BPI/Irwin |c 1990 | |
| 300 | |a X, 420 S. |b graph. Darst. | ||
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| 650 | 4 | |a Sales management | |
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Record in the Search Index
| _version_ | 1804118483016876032 |
|---|---|
| adam_text | Contents
Introduction 1
PARTI
The Sales Representative 7
The Evolution of Selling Behavior. Stage I: The Music
Man. Stage II: The Animated Catalog. Stage III: The Magic
Formula. Stage IV: The Problem Solver. The Tasks of
Consultative Selling. Trade Selling. Missionary Selling.
Technical Selling. Entrepreneurial Selling. Hybrid Sales
Force.
Case 1 Dr. Arnold Ramsden 17
Case 2 Canterbury Bank and Trust Company 19
Case 3 Lawford Electric Company 39
Case 4 Jim Steiner 50
PART II
The Field Sales Manager 63
Field Supervision. Leadership
Behavior. Traits. Situations. Relationships.
Conclusion.
Case 5 Battlefield Group, Inc. 73
Case 6 Immuno Diagnostic Corporation 82
Case 7 Caduceus Corporation 89
Case 8 Medical Technology Products, Inc. Ill
Case 9 Casco Drug Company 119
Case 10 Kramer Pharmaceuticals, Inc. (A) 125
ix
x Contents
Case 11
Kramer Pharmaceuticals, Inc. (B)
137
Case 12
Westchester Industries
151
PART III
The Sales Executive 165
Determining Desired Behavior. Designing the Sales
Management System. The Elements of the Sales
Management System. Organization and
Deployment. Selection and Training.
Compensation. Measurement and Control.
Performance Evaluation.
Case 13 First Chartered Bank 179
Case 14 Robinson Corporation 197
Case 15 Fortress Rubber Company 210
Case 16 Morrison Publishing Company 220
Case 17 Gateway Corporation 227
Case 18 Mid American Supply Company 239
Case 19 Austin Fibre Corporation 246
Case 20 I.M.A.G.E. 257
Case 21 Dynamic Products Corporation 263
Case 22 Continental Can Company 283
PART IV
The Marketing Executive 299
Marketing and Corporate Strategy. Customer Behavior.
Market Segmentation. Product Positioning. Stimulating
Demand. Product Policy. Distribution Policy. Pricing
Policy. Advertising Policy. Conclusion.
Case 23 Cantro Corporation 317
Case 24 Scott Air Company 324
Case 25 Masonne Furniture Company 340
Case 26 Frito Lay, Inc. 356
Case 27 Guest Quarters Hotels, Inc. 369
Case 28 Survival Technology, Inc. (A) 386
Case 29 Specialty Filters, Inc. 403
Index to Cases 419
|
| any_adam_object | 1 |
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| ctrlnum | (OCoLC)19970071 (DE-599)BVBBV004290053 |
| dewey-full | 658.8/102 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/102 |
| dewey-search | 658.8/102 |
| dewey-sort | 3658.8 3102 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 2. ed. |
| format | Book |
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| id | DE-604.BV004290053 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T16:11:00Z |
| institution | BVB |
| isbn | 0256079463 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-002668598 |
| oclc_num | 19970071 |
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| owner | DE-384 |
| owner_facet | DE-384 |
| physical | X, 420 S. graph. Darst. |
| publishDate | 1990 |
| publishDateSearch | 1990 |
| publishDateSort | 1990 |
| publisher | BPI/Irwin |
| record_format | marc |
| spelling | Newton, Derek A. Verfasser aut Sales force management text and cases 2. ed. Homewood, Ill. u.a. BPI/Irwin 1990 X, 420 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Sales management Sales management Case studies Sales-promotion (DE-588)4076968-9 gnd rswk-swf (DE-588)4522595-3 Fallstudiensammlung gnd-content Sales-promotion (DE-588)4076968-9 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=002668598&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Newton, Derek A. Sales force management text and cases Sales management Sales management Case studies Sales-promotion (DE-588)4076968-9 gnd |
| subject_GND | (DE-588)4076968-9 (DE-588)4522595-3 |
| title | Sales force management text and cases |
| title_auth | Sales force management text and cases |
| title_exact_search | Sales force management text and cases |
| title_full | Sales force management text and cases |
| title_fullStr | Sales force management text and cases |
| title_full_unstemmed | Sales force management text and cases |
| title_short | Sales force management |
| title_sort | sales force management text and cases |
| title_sub | text and cases |
| topic | Sales management Sales management Case studies Sales-promotion (DE-588)4076968-9 gnd |
| topic_facet | Sales management Sales management Case studies Sales-promotion Fallstudiensammlung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=002668598&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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