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Managing salespeople a relationship approach

by [Hite, Robert E.]; [ Johnston, Wesley J.].
Material type: materialTypeLabelBookPublisher: Cincinnati, OH : |b |c South-Western College Pub., 1998Description: xviii, 412 p. ill. 26 cm.ISBN: 031406432X (hardcover : alk. paper).Subject(s):
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Epoka University Library
HF5439.5.H57 1998 (Browse shelf) Available

A relationship management theme throughout the text teaches managers to guide salespeople in establishing and maintaining relationships with their customers. Separate chapters on international and technology issues. Up-to-date coverage includes ethics, managing the salesperson in an international setting, and implications of technology in managing salespersons.

Includes bibliographical references and index.

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