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    Sales Management: Products and Services: Products and Services
    Unavailable
    Sales Management: Products and Services: Products and Services
    Unavailable
    Sales Management: Products and Services: Products and Services
    Ebook491 pages6 hours

    Sales Management: Products and Services: Products and Services

    By Dr Jae K Shim

    ()

    Currently unavailable

    Currently unavailable

    About this ebook

    Sales Management is concerned with all activities, processes and decisions involved
    in managing the sales function in an organization. It involves planning the selling
    program and implementing and controlling the personal selling effort of the firm.
    Sales management in the twenty-first century is characterized by
    Innovation fuels success in selling today.
    Sales effectiveness is enhanced through technology. Sales management
    must be smart and nimble and provide technology-centered solutions to
    support the sales effort.
    Leadership is a key component in sales management success.
    Sales management is a global endeavor.
    Ethics underlies all selling and sales management activities.
    Social media marketing comes of age.
    This book is an overview of the role of the sales manager, both at headquarters and
    in the field, in managing salespeople, personal selling, IT resources, and functions
    of marketing. The problems of organizing, forecasting, planning, communicating,
    evaluating, and controlling sales are analyzed. A variety of techniques and pertinent
    concepts of behavioral science are applied to the management of the sales effort and
    sales force. Key trends, such as online advertising and social media, affecting sales
    organizations and sales managers today are highlighted.
    LanguageEnglish
    PublisherGlobal Professional Publishing Ltd
    Release dateMay 15, 2012
    ISBN9781908287465
    Unavailable
    Sales Management: Products and Services: Products and Services
    Author

    Dr Jae K Shim

    Dr. Jae K. Shim is a professor of accounting and finance at California State University, Long Beach and CEO of Delta Consulting Company, a financial consulting and training firm. Dr. Shim received his M.B.A. and Ph.D. degrees from the University of California at Berkeley (Haas School of Business). Dr. Shim has been a consultant to commercial and nonprofit organizations for over 30 years.

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