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Emerging trends in sales thought and practice

Author: Bauer, Gerald J. ; Baunchalk, Mark S. ; Ingram, Thomas N. ; LaForge, Raymond W.Publisher: Quorum Books, 1998.Language: EnglishDescription: 251 p. : Graphs ; 24 cm.ISBN: 1567200362Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438 .B38 1998
(Browse shelf)
Available 001209372
Total holds: 0

Includes bibliographical references and index


Emerging Trends in Sales Thought and Practice Contents Preface 1 Sales Organization Challenges and Trends Gerald J. Bauer, Mark S. Baunchalk, Thomas N. Ingram, and Raymond W. LaForge PART I FROM TRANSACTIONS TO RELATIONSHIPS 2 Relationship Selling: New Challenges for Today's Salesperson Michael I Swenson and Greg D. Link 3 Relationship Selling: New Challenges for Today's Sales Manager Kenneth R. Evans, David J. Good, and Theodore W. Hellman PART II FROM INDIVIDUALISM TO TEAMWORK 4 Customer Relationship Strategy and Customer-Focused Teams Keith A. Chrzanowski and Thomas W. Leigh 5 Strategic Account Strategies Lawrence B. Chonko and Herbert F Burnap 6 Horizontal Selling Alliances Donald W Barclay, Judith M. S. Hatley, and J. Brock Smith vii 1 11 31 51 81 109 PART III FROM OLD TO NEW 7 CyberSales Management and Direct Selling Richard C. Bartlett, Sharon Morgan Tahaney, and Thomas R. Wotruba 8 Sales Force Performance Management in a Changing Selling Environment Greg W. Marshall and Esther J. Ferre 9 Global Sales Force Management: Comparing German and U.S. Practices Sönke Albers, Manfred Krafft, and Wilhelm Bielert PART IV THE FUTURE 10 Selling in the Future: Synthesis and Suggestions Robert C. Conti and William L. Cron Suggested Readings Index About the Editors and Contributors 215 233 235 243 129 161 193

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