個案資料
了解個案內容與學習目標，選擇授課教師及使用課程。
Aspects of Sales Management: An Introduction
內容大綱
Discusses certain general issues that affect sales-management requirements in most companies: 1) the nature of the salesperson's "boundary role" in the organization, and 2) the relevance and limits of compensation policies as a key means of affecting the salesperson's effective performance of that role. Also presents concepts and perspectives useful in analyzing sales situations encountered in case studies and on the job.