Sales Management (Marketing Management Series) (English Version)

Author: Ralph W. Jackson et al. (United States/USA)
Publisher:
Publish Date: 1999-09-17
Features: When writing this book, the authors attempted to explore both personal selling and sales management, as they are inseparable and interrelated. Without a thorough understanding of personal selling, it is difficult to grasp the complexity of managing sales personnel. We believe that sales management is, to some extent, an extension of personal selling. Therefore, although these two aspects differ, they also share certain common issues. We explore these issues from an international perspective because the terms "marketing" and "international marketing" have increasingly become synonyms. Today, examples of marketing decisions that do not involve culture and globalization are rare.