The revolution in sales and marketing:
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York, NY
Amacom
1990
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XIII, 205 S. graph. Darst. |
| ISBN: | 0814459927 |
Staff View
MARC
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| 245 | 1 | 0 | |a The revolution in sales and marketing |c Allan J. Magrath |
| 264 | 1 | |a New York, NY |b Amacom |c 1990 | |
| 300 | |a XIII, 205 S. |b graph. Darst. | ||
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| 650 | 4 | |a Vendeurs, Effets des innovations sur les | |
| 650 | 4 | |a Vente | |
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Record in the Search Index
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| adam_text | Contents
Preface ix
Acknowledgments xiii
Part I Environmental Turbulence and Sales
Reps 1
Chapter 1 The Sales Revolution, Beginning
With Customer Change 3
Chapter 2 Tougher Competition, New Sales
Methods 27
Chapter 3 The Effects of Changing Distribution
on the Sales Game 54
Chapter 4 Technology s Impact on Selling 78
Postscript What All This External Change
Means for the Selling Profession 101
Part II Sales Management in the 1990s 105
Chapter 5 Assembling Teams of Reps and
Keeping Them Sharp 107
Chapter 6 Meaningful Coaching and Leadership
of Sales Professionals 133
I viii Contents
I Chapter 7 Redesigning Measurements and
1 Rewards to Fit the Sales Force of the
I 1990s 149
I Chapter 8 Toward a World Class Quality Sales
I Force 169
1 Postscript The Changing Sales Manager s Job 184
I Notes 189
J Index 195
|
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| illustrated | Illustrated |
| indexdate | 2024-07-09T16:13:40Z |
| institution | BVB |
| isbn | 0814459927 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-002778622 |
| oclc_num | 503086732 |
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| owner_facet | DE-384 DE-188 |
| physical | XIII, 205 S. graph. Darst. |
| publishDate | 1990 |
| publishDateSearch | 1990 |
| publishDateSort | 1990 |
| publisher | Amacom |
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| spelling | Magrath, Allan J. Verfasser aut The revolution in sales and marketing Allan J. Magrath New York, NY Amacom 1990 XIII, 205 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Vendeurs, Effets des innovations sur les Vente Ventes - Gestion Sales-promotion (DE-588)4076968-9 gnd rswk-swf Marketing (DE-588)4037589-4 gnd rswk-swf Sales-promotion (DE-588)4076968-9 s Marketing (DE-588)4037589-4 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=002778622&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Magrath, Allan J. The revolution in sales and marketing Vendeurs, Effets des innovations sur les Vente Ventes - Gestion Sales-promotion (DE-588)4076968-9 gnd Marketing (DE-588)4037589-4 gnd |
| subject_GND | (DE-588)4076968-9 (DE-588)4037589-4 |
| title | The revolution in sales and marketing |
| title_auth | The revolution in sales and marketing |
| title_exact_search | The revolution in sales and marketing |
| title_full | The revolution in sales and marketing Allan J. Magrath |
| title_fullStr | The revolution in sales and marketing Allan J. Magrath |
| title_full_unstemmed | The revolution in sales and marketing Allan J. Magrath |
| title_short | The revolution in sales and marketing |
| title_sort | the revolution in sales and marketing |
| topic | Vendeurs, Effets des innovations sur les Vente Ventes - Gestion Sales-promotion (DE-588)4076968-9 gnd Marketing (DE-588)4037589-4 gnd |
| topic_facet | Vendeurs, Effets des innovations sur les Vente Ventes - Gestion Sales-promotion Marketing |
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