Management of A Sales Force

by Rosann L. Spiro, William J. Stanton

Readers who want a practical, real-world approach to sales force management that intentionally avoids models and theoretical detail will find what they're looking for here. With strong coverage of the human factors in sales management, such as motivation, staffing, and leadership, as well as 42 case studies that features situations faced by real-life sales managers, this book's innovation advice is ideal for current and future sales managers alike.

Genres: Management, Business

656 pages, Hardcover

First published January 1, 1995