Aspects of Sales Management
Synopsis
Discusses certain general issues that affect sales-management requirements in most companies: 1) the nature of the salesperson's "boundary role" in the organization, and 2) the relevance and limits of compensation policies as a key means of affecting the salesperson's effective performance of that role. Also presents concepts and perspectives useful in analyzing sales situations encountered in case studies and on the job.
- प्रतिलिपि अधिकार:
- 1988 HBS
Book Details
- Book Quality:
- ISBN-13:
- Publisher:
- Harvard Business Publishing
- Date of Addition:
- 2016-08-03T14:24:21Z
- भाषा:
- English
- Categories:
- Usage Restrictions:
- This is a copyrighted book.