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Titre :
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Sales management : Shaping Future Sales Leaders
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Auteurs :
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John F. Tanner, Auteur ;
Earl D. Jr. Honeycutt, Auteur ;
Robert C. Erffmeyer, Auteur
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Type de document :
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texte imprimé
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Mention d'édition :
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International edition
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Editeur :
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Upper Saddle River, NJ : Pearson, 2009
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ISBN/ISSN/EAN :
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978-0-13-232412-0
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Format :
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1 vol (XXV-434 p.) / ill. en noir et en coul., couv. ill. / 26 cm
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Note générale :
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Brief Contents (VII-VIII); Contents; Preface (XIX); Acknowledgments (XXI); About the Authors (XXIV); Name Index p. 424; Subject Index p. 427
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Langues:
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Anglais
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Index. décimale :
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658.81 (Gestion des ventes)
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Mots-clés:
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Sales Management
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Markets
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customers
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Ethics
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Law
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Sales Leadership
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motivating salespeople
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Résumé :
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This is a special international edition of an established title widely used by colleges and universities throughout the world.
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Note de contenu :
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Part 1. Strategic Planning; Part 2. Sales Leadership; Part 3. Analyzing Customers and Markets; Part 4. Designing and developing the Sales Force; 5. Part 5. Process Management; Part 6. Measurement, Analysis and Knowledge Management; Part 7 Cases.
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