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内容提要:
本书介绍了销售管理发展趋势和相关问题的最新信息,有助于帮助学生奠定深厚的理论基础、学习21世纪所需的各种创新性技巧。模块化的内容设计,有助于教师根据具体需要安排教学。
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作者简介:
目录:
Module 1 Changing World of Sales Management
Part 1 Describing the Personal Selling Function
Module 2 Overview of Personal Selling
Appendix 2 Sales Careers
Part 2 Defining the Strategic Role of the Sales Function
Module 3 Organizational Strategies and the Sales Function
Module 4 Sales Organization Structure and Salesforce Deployment
Appendix 4 Developing Forecasts
Part 3 Developing the Salesforce
Module 5 Staffing the Salesforce:Recruitment and Selcection
Module 6 Continual Development the
Part 4 Directing the Salesforce
Module 7 Sales Management Leadersiop and Supervision
Module 8 Motivation and Reward System Management
Part 5 Determining Salesforce Effectiveness and Performance
Module 9 Evaluating the Effectiveness and Performance
Module 10 Evaluating the Performance of Salespeople
Cases
Glossary
Notes
Index
前言:
Our objective in writing the fifth edition of Sales Management: Analysis and Decision
Making was to continue to present comprehensive and rigorous coverage of contemporary sales management in a readable, interesting, and challenging manner. Findings from recent sales management research are blended with examples of current sales management practice into an effective pedagogical format. Topics are covered from the perspective of a sales management decision maker. This decision-making perspective is accomplished through a modular format t..
序言:
2001年12月10日中国加入了世界贸易组织,从此,中国将进一步加大与世界各国的政治、经济、文化各方面的交流和合作,这一切都注定中国将在未来世界经济发展中书写重要的一笔。
然而,中国经济的发展正面临着前所未有的人才考验,在许多领域都面临着人才匮乏的现象,特别是了解国际贸易规则、能够适应国际竞争需要的国际管理人才,更是中国在未来国际竞争中所必需的人才。因此,制定和实施人才战略,培养并造就大批优秀人才,是我们在新一轮国际竞争中赢得主动的关键。
工商管理硕士(MBA),1910年首创于美国哈佛大学,随后MBA历经百年风雨不断完善,取得了令世人瞩目的成绩。如今,美国MBA教育已..
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