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Sales Management: Decision Strategy and Cases, 5/e    

Sales Management: Decision Strategy and Cases, 5/e


 Richard R Still, 

 Cundiff W Edward 

and Govoni A P Norman



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This edition of the widely adopted volume applies a management approach to an analysis of the sales executive's job, the duties and responsibilities involved, and the planning and implementation of sales and marketing programmes.

  • To delineate the areas in which sales executives make decisions
  • To analyze decision alternatives and criteria in these areas
  • To provide cases as 'real-world' illustrations of decision situations.


Part I: Personal Selling and Marketing Strategy
  1. Sales Management and the Business Enterprise.
  2. Sales Management, Personal Selling, and Salesmanship.
  3. Setting Personal-Selling Objectives.
  4. Determining Sales-Related Marketing Policies.
  5. Formulating Personal-Selling Strategy.
Part II: Organizing the Sales Effort
  1. The Effective Sales Excutive.
  2. The Sales Organization.
  3. Sales Department Relations.
  4. Distributive-Network Relations.
Part III: Sales Force Management
  1. Personnel Management in the Selling Field.
  2. Recruiting Sales Personnel.
  3. Selecting Sales Personnel.
  4. Planning Sales Training Programs.
  5. Executing and Evaluating Sales Training Programs.
  6. Motivating Sales Personnel.
  7. Compensating Sales Personnel.
  8. Managing Expenses of Sales Personnel.
  9. Sales Meeting and Sales Contests.
  10. Controlling Sales Personnel: Evaluating and Supervising.
Part IV: Controlling the Sales Effort
  1. The Sales Budget
  2. Quotas
  3. Sales Territories.
  4. ales Control and Cost Analysis.
Part V: International Sales Management
  1. International Sales Management.

Book Details
  • Richard R Still

  • Cundiff W Edward

  • Govoni A P Norman









Pearson Education




© Year





0.948 Kg

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