Sales Management: Building Customer Relationships and Partnerships

by Joseph F. Hair Jr., Rolph E. Anderson, Barry J. Babin

Sales Management: Building Customer Relationships and Partnerships is designed to cover all of the basic topics in sales management while emphasizing customer loyalty, customer relationship management, and the effects of technology on the sales function. Because of advances in telecommunications technology, the traditional role of sales managers is evolving toward managing sales people across multiple channels that contact and service customers through a variety of methods. The text reflects current trends and is designed to prepare students for the additional management responsibilities they are likely to encounter in the real world.

462 pages, Hardcover

First published February 12, 2008

About the author

Joe Franklin Hair, Jr.

Reviews

[Mauricio Fernandez Bravo · Rating 5 out of 5]

Uno de los mejores libros sobre administración de ventas en español, lo recomiendo junto a los libros en inglés de Ingram "sales management" y Jhonston "sales force management"