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Product Description
The management of the relationship between the sales professional and the customer is of key strategic importance. This book of readings illustrates some of the latest thinking in the area of the management of sales and customer relations and consists of the writings of leading academics and practitioners in both the USA and the UK. It includes short 'how to do it' articles and papers on the strategic issues. The book is an ideal companion for students taking courses in sales management, database, marketing and relationship marketing. It will also be of great interest to sales professionals, enabling them to evaluate their sales methods, information systems and customer support functions and will broaden their understanding of field sales, direct marketing and customer service.
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