TY  - BOOK
AU  - Wotruba,R.Thomas
TI  - Sales management: planning, accomplishment, and evaluation 
T2  - Holt, Rinehart and Winston marketing series
SN  - 030796806
AV  - HF5438 .W84 1971
PY  - 1971///
CY  - New York
PB  - Holt, Rinehart and Winston
KW  - Sales management
N1  - 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]; Includes bibliographical references
ER  -