Wotruba, R. Thomas, <br/><br/>
Sales management :  planning, accomplishment, and evaluation / 
Thomas R. Wotruba, San Diego State College. 
 - x, 564 pages :  tables,  24 cm. 
 - Holt, Rinehart and Winston marketing series .
 - Holt, Rinehart and Winston marketing series .
<br/><br/> The Advisory Editörs of the Holt, Rinehart and Winston Marketing Series are pleased to publish this lucid and up-to-date text on field sales manegement. Professor Wotruba develops an insightful overall model of the sales force management process and his chapters reveal each part of the model in a systematic and analytical fashion. Several new tools for sales management are discussed in nontechnical terms from the viewpoint of their applicabilitiy to real problem-solving situations. The author uses the the systems approach as a unıfying framework for discussing not only the techniques of problem solving but, more importantly, the kinds of personal selling problems that beset today's sales force maneger.--Page [iv]. 
<br/><br/>Includes bibliographical references. 
<br/><br/><label>ISBN: </label>030796806 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management
<br/><br/><label>LC Class. No.: </label>HF5438  / .W84 1971