This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Emphasizing the institutions and the mechanisms that participants use in the marketplace to conduct transactions, Daniel Keating s Systems Approach provides a functional perspective of the Uniform Commercial Code in practice. Comprehensive, problem-based coverage encompasses the domestic sale of goods, real estate sales, leases, and international sales. Thoughtful problems for students to solve incorporate insights from this distinguished author s interviews with leading figures in commerce as well as from actual sales forms and documents. News stories provide real-world examples of how the system works in practice. Organized by Assignments, this engaging casebook lends flexibility in teaching and in course design. Features: More than 60 multiple-choice assessment questions for students with detailed explanations for each question. Over a dozen new cases, most of them decided within the last few years."
What It Takes to be a Leader in Hospitality Sales-Principles and Techniques for Success What's the key to success in today's competitive hospitality industry? Sales-the art and science of telling potential customers that you have the product they need, when they need it, and where, at a price that's right for them. Hospitality Sales: A Marketing Approach provides in-depth instruction based on the strategies of leading hospitality organizations. This comprehensive book introduces crucial sales and marketing concepts and describes how they apply to hospitality businesses and customers. An unparalleled teaching resource, this book:
This book traces the development of market research, its technical resources, its personnel and its organizations. Among its key themes are:
This academically and critically rigorous assessment of the market research industry will be of interest across a number of spheres including marketing, organization studies, sociology, consumer behaviour, contemporary economic and social history, and geography and institutional economics.
This investigation into Paul's relationship with the church of Jerusalem draws on the insights of sociology to complement the historical-critical method. Taylor argues that the church of Antioch was, for a significant part of Paul's career, not merely the base of his missionary activities but also the community from which he derived his identity. His relationship with the church of Jerusalem must be understood accordingly. Paul's alienation from the Antiochene church in the aftermath of his confrontation with Peter meant loss of apostolic commission and social identity. Galatians reflects the reconstruction of Paul's personal and apostolic identity to compensate for this loss.
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