Sales Management Concepts,Practice,and Cases by Thomas R. Wotruba. This book is for present and potential sales managers, those persons responsible for some phase of the personal selling function in their firms. A brief look at exactly what sales management is and who is responsible for its activities within an organization is appropiate at this point. Sales management is a business function involving three major sets of activities 1. Formulation of goals, plans, and strategies for personal selling functions, 2. Implimentation of these plans, and 3. Evaluations of goals and accomplishments and necessary revision therein.
Sales Management Concepts,Practice,and Cases by Thomas R. Wotruba