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Sales Management is concerned with all activities, processes and decisions involved in managing the sales function in an organization. It involves planning the selling program and implementing and controlling the personal selling effort of the firm. Sales management in the twenty-first century is characterized by Innovation fuels success in selling today. Sales effectiveness is enhanced through technology. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort. Leadership is a key component in sales management success. Sales management is a global endeavor. Ethics underlies all selling and sales management activities. Social media marketing comes of age. This book is an overview of the role of the sales manager, both at headquarters and in the field, in managing salespeople, personal selling, IT resources, and functions of marketing. The problems of organizing, forecasting, planning, communicating, evaluating, and controlling sales are analyzed. A variety of techniques and pertinent concepts of behavioral science are applied to the management of the sales effort and sales force. Key trends, such as online advertising and social media, affecting sales organizations and sales managers today are highlighted.

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The Art of Mathematics in Business provides managers and entrepreneurs with the information, analysis, and insights necessary to analyze and calculate the consequences of a wide range of business financial strategies and problems. The ability to select the right operational technique is vital if the business is to survive, profit, and grow in today’s uncertain economic environment. The manager and entrepreneur of a business must be able to make the right financial decision based on sound mathematical reasoning in order to run the business efficiently. He or she must understand the problem, and then apply math skills to solve it. This book is a comprehensive, one-stop desk reference for managers and owners of businesses who must use quantitative calculations to make daily operating and investing decisions. Its purpose is to provide the fundamentals of business math techniques that can be quickly applied to real-word problems. This unique resource will save countless hours of research time by making sound financial planning truly easy. It provides analyses as well as clear and understandable explanations of complex business problems. Basic mathematical techniques are presented in a step-by-step fashion that takes the reader through each stage of the problem-solving process. The examples in this book provide an invaluable and effective operating tool. This book also contains user-friendly personal computer techniques. The examples enable the businessperson to measure results and to report the data in an easy-to-understand format.

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