Abstract
Most companies had an organized sales force long before they introduced formal marketing activities of the kind described in this book. In spite of this, sales force management traditionally has been a neglected area of marketing management.
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Further reading
Donaldson, B. (1999) Selling and sales force management, in M. Baker (ed.), The Marketing Book, Butterworth Heinemann, Oxford.
Jobber, D. (ed.) (1997) The CIM Handbook of Selling and Sales Strategy Butterworth-Heinemann, Oxford.
McDonald, M. (1987) Effective Industrial Selling, Butterworth-Heinemann, Oxford.
Robinson, P., Faris, C. and Wind, Y. (1967) Industrial Buying and Creative Marketing, Allyn & Bacon, Boston.
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© 2003 Malcolm McDonald and Martin Christopher
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McDonald, M., Christopher, M., Bass, M. (2003). Sales force strategy. In: Marketing. Palgrave, London. https://doi.org/10.1007/978-1-4039-3741-4_15
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DOI: https://doi.org/10.1007/978-1-4039-3741-4_15
Publisher Name: Palgrave, London
Print ISBN: 978-0-333-99437-5
Online ISBN: 978-1-4039-3741-4
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