TY  - BOOK
AU  - Williams, Michael R.
AU  - Ingram, Thomas N.
AU  - LaForge, Raymond W.
AU  - Avila, Ramon A.
AU  - Schwepker, Jr., Charles H.
TI  - Sales management
SN  - 9780765626400
PY  - 2012///
CY  - 
PB  - M.E. Sharpe
KW  - HF COMMERCE
KW  - Sales management
N1  - analysis and decision making
N2  - Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life 'best practices' of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and identifies the skill sets needed for the 21st century
UR  - http://books.google.es/books?id=ZdmdfB54HQEC&printsec=frontcover&dq=sales+management+analysis+and+decision+making&hl=ca&sa=X&ei=ZdMbUbvQKKqH0AWpvIGADA&redir_esc=y
ER  -