Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources)

Managing Sales Professionals cuts to the critical specifics for business owners, consultants, and sales managers. In a practical "how-to" approach, readers can find realistic methods to plan, organize, staff, operate, and evaluate a sales force and its activities. The author integrates the marketing mix as it relates to selling and then delves into the daily situations and problems sales managers may encounter. Questions at the end of each chapter help solidify the knowledge and ideas gained through the cases presented in the chapter.William Winston is the author of 'Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources)', published 1995 under ISBN 9781560249467 and ISBN 1560249463.