TY  - BOOK
AU  - Anderson,Rolph E.
AU  - Hair,Joseph F.
AU  - Bush,Alan J.
TI  - Professional sales management
SN  - 0070016860
PY  - 1992///
CY  - United State of America
PB  - McGraw-Hill series in marketing
N1  - Includes index and appendix
N2  - In the decade ahead, sales managers and salespeople will be facing more challenges and opportunities than at any time in the history of this country. No job will be more important than sales in the effort to increase our worldwide competitiveness. With intensifying competition from foreign products and services, the performance levels of sales managers and salespeople will affect not just their own careers but the economic health of the nation as a whole.
Successful sales professional will have to adapt to several dramatic trends, including (1) growing consumer and buyer expertise, (2) rising customer standards and expectation, (3) intense domestic and foreign competition, (4) revolutionary developments in communications and computer technology, and (5) the influx of women and minorities into sales career. successful adaptation to these trends will have to be based on a significant broadening of the concept of sales management. There will be need to be an increased meshing of marketing and sales activities
ER  -