Sales management : shaping future sales leaders - Tanner, John F.; Erffmeyer, Robert; Honeycutt, Earl D. (Upper Saddle River, NJ : Pearson Prentice Hall, 2009)
1. Strategic planning -- 2. Sales leadership -- 3. Analyzing customers and markets -- 4. Designing and developing the sales force -- 5. Process management -- 6. Measurement, analysis, and knowledge management -- 7. Cases
Includes bibliographical references and indexes
Keywords: Sales management; Sales management -- Case studies; Selling; Selling -- Case studies