Management of A Sales Force [Hardcover]

William J Stanton (Author), Rosann Spiro (Author)

Book Description

ISBN-10: 025621896X | ISBN-13: 978-0256218961 | Publication Date: November 3, 1998 | Edition: 10

Readers who want a practical, real-world approach to sales force management that intentionally avoids models and theoretical detail will find what they're looking for here. With strong coverage of the human factors in sales management, such as motivation, staffing, and leadership, as well as 42 case studies that features situations faced by real-life sales managers, this book's innovation advice is ideal for current and future sales managers alike.

Editorial Reviews

About the Author

William J. Stanton is professor emeritus of marketing at the University of Colorado-Boulder. He received his PhD in marketing from Northwestern University, where he was elected to Beta Gamma Sigma. He has worked in business and has taught in several management development programs for marketing executives. He has served as a consultant for various business organizations and has engaged in research projects for the federal government. Professor Stanton also has lectured at universities in Europe, Asia, Mexico, and New Zealand. A coauthor of the leading text in sales management, Professor Stanton has also published several journal articles and monographs. Marketing has been translated into Spanish, and separate editions have been adapted (with coauthors) for Canada, Italy, Australia, and South Africa. In a survey of marketing educators, Professor Stanton was voted one of the leaders in marketing thought. And he is listed in Who's Who in America and Who's Who in the World.

Product Details

• Hardcover: 656 pages
• Publisher: McGraw-Hill/Irwin; 10 edition (November 3, 1998)
• Language: English
• ISBN-10: 025621896X
• ISBN-13: 978-0256218961
• Product Dimensions: 9.4 x 7.6 x 1.2 inches
• Shipping Weight: 2.4 pounds
• Average Customer Review: 4.2 out of 5 stars  See all reviews (5 customer reviews)
• Amazon Best Sellers Rank: #2,514,268 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars The best book in Sales Management, October 4, 2009

By 

Donald Hsu (NYC, United States) - See all my reviews

This review is from: Management of a Sales Force (Hardcover)

I used this book for the MBA course in Sales Management.
Spiro and Rich did a great job. Each of the seventeen chapters provided
a practical topic for this field.

The cases are short, but get right down to the point. Students love
this book too. I would recommend this book to everyone.

5.0 out of 5 stars On time great deal, September 4, 2011

By 

Jebb - See all my reviews

Amazon Verified Purchase

This review is from: Management of a Sales Force (Hardcover)

On time great deal no problems totally completely satisfied with the text book I would buy from them again the future

0 of 3 people found the following review helpful:

3.0 out of 5 stars management of a sales force, October 25, 2009

By 

Stella M. Dietrich - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: Management of a Sales Force (Hardcover)

It was the wrong book - not send incorrectly on your part - we were told the wrong book. As far as Amazon was concerned you did everything great.