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Management of a Sales Force, by Rosann Spiro, William Stanton, Gregory Rich
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Management of a Sales Force is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager's role, from the increasing globalization of business to savvier customers who now use the internet to research their purchasing decisions. All chapters have been updated with current company examples that demonstrate how the best sales executives are adapting to these and other new challenges. In addition, the latest sales management research studies and reports are presented in a straightforward, easy-to-read manner, making Management of A Sales Force, 12e, by far the most current sales management textbook on the market.
- Sales Rank: #587348 in Books
- Published on: 2007-01-17
- Original language: English
- Number of items: 1
- Dimensions: 10.10" h x 1.13" w x 8.50" l, 2.80 pounds
- Binding: Hardcover
- 608 pages
About the Author
William J. Stanton is professor emeritus of marketing at the University of Colorado-Boulder. He received his PhD in marketing from Northwestern University, where he was elected to Beta Gamma Sigma. He has worked in business and has taught in several management development programs for marketing executives. He has served as a consultant for various business organizations and has engaged in research projects for the federal government. Professor Stanton also has lectured at universities in Europe, Asia, Mexico, and New Zealand. A coauthor of the leading text in sales management, Professor Stanton has also published several journal articles and monographs. Marketing has been translated into Spanish, and separate editions have been adapted (with coauthors) for Canada, Italy, Australia, and South Africa. In a survey of marketing educators, Professor Stanton was voted one of the leaders in marketing thought. And he is listed in Who's Who in America and Who's Who in the World.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Five Stars
By Andr�s Garc�a
Reached the expectations
4 of 4 people found the following review helpful.
The best book in Sales Management
By Donald Hsu
I used this book for the MBA course in Sales Management.
Spiro and Rich did a great job. Each of the seventeen chapters provided
a practical topic for this field.
The cases are short, but get right down to the point. Students love
this book too. I would recommend this book to everyone.
1 of 1 people found the following review helpful.
Text Book
By Kellie Valentine
Normally I re-sell my text books but this book I am planning on keeping. If you are a sales manager this has some good ideas to utilize.
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