Sales Management: Concepts and Cases - Hardcover

This is an an introduction to the role and responsibilities of sales managers, which includes 45 case studies. Intended for undergraduate level and MBA courses, the book focuses on the activities of first-line field sales managers. It provides the instructor and student with a combination of pedagogical/learning devices, including text, case studies, problems, exercises and sales management simulation. Chapters on personal selling, ethics, and industrial selling are included.