Updated to reflect the latest, cutting-edge issues, including technology and Internet selling, this book features a strong emphasis on relationship selling and particularly the use of team-selling. Most chapters have a 'team-box' highlighting the principles within a given chapter as they relate to managing selling teams.
Stanton's "Fundamentals of Marketing" has long been distinguished by its balanced,contemporary coverage of the managerial approach to marketing fundamentals. Thoroughly updated and revised to reflect the rapidly changing landscape of marketing,this classic text continues to be distinguished by its readability,balanced coverage,and high-interest examples. State-of-the-art coverage in this edition includes relationship marketing,value marketing,ISO 9000,database marketing,and the technological developments that have reinvented marketing practice in the 1990s,such as Internet and World Wide Web marketing.
Organization of a sales department. Operating a sales force. Planning sales force activities and operations. Analysis of sales operations.