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Sales Dynamics: Thinking Outside the Box
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Authors: Rajagopal (Monterrey Institute of Technology and Higher Education (ITESM), Mexico City, Mexico) 
Book Description:
In a competitive marketplace, selling is performed using scientific methods of product presentation, advertising and various approaches drawn to ease the customer into confidence. A firm begins to sell its products in a competitive marketplace and thrives continuously on acquiring new customers, launches new product lines or services in order to gain competitive advantage, retain the existing customers, enhance customer value, and gain competitive lead in the market. To compete in a dynamic and interactive marketplace environment, firms must transform their focus from just selling the products and services by adding sales management in order to maximize customer lifetime value and encourage repeat sales. This book examines sales dynamics and how the new generation sales management strategies need to be focused not only on enhancing the volume of sales, but also serve customers for generating long-term customer loyalty.

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Table of Contents:
Foreword: Kip Becker, Chairman, Department of Administrative Sciences, Boston University

Preface

Chapter 1. Framework of Selling;pp. 1-31

Chapter 2. Personal Selling;pp. 33-62

Chapter 3. Industrial Selling;pp. 63-92

Chapter 4. Sales Force Organization;pp. 93-123

Chapter 5. Sales Territory Management;pp. 125-155

Chapter 6. Managing Sales Accounts;pp. 157-187

Chapter 7. Sales Force Recruitment and Training;pp. 189-219

Chapter 8. Sales Performance and Compensation Planning;pp. 221-250

Chapter 9. Sales Promotion;pp. 251-280

Chapter 10. Sales Automation;pp. 281-311

Index

   Series:
      Management Science - Theory and Applications
   Binding: Hardcover
   Pub. Date: 2011 - 1st Quarter
   Pages: 7 x 10, 328 pp.
   ISBN: 978-1-61728-776-3
   Status: AV
  
Status Code Description
AN Announcing
FM Formatting
PP Page Proofs
FP Final Production
EP Editorial Production
PR At Prepress
AP At Press
AV Available
  
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Sales Dynamics: Thinking Outside the Box