AMACOM, Fundamentals of Sales Management for the Newly Appointed Sales Manager [2006 ISBN08144087.pdf

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Fundamentals of Sales Management for the Newly Appointed Sales Manager
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SALES
MANAGEMENT
of
for the
NEWLY APPOINTED
SALES MANAGER
FUNDAMENTALS
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SALES
MANAGEMENT
of
for the
NEWLY APPOINTED
SALES MANAGER
MATTHEW SCHWARTZ
American Management Association
New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco
Shanghai • Tokyo • Toronto • Washington, D.C.
FUNDAMENTALS
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Special discounts on bulk quantities of AMACOM books are
available to corporations, professional associations, and other
organizations. For details, contact Special Sales Department,
AMACOM, a division of American Management Association,
1601 Broadway, New York, NY 10019.
Tel.: 212-903-8316. Fax: 212-903-8083.
Web Site: www.amacombooks.org
This publication is designed to provide accurate and authoritative
information in regard to the subject matter covered. It is sold with the
understanding that the publisher is not engaged in rendering legal,
accounting, or other professional service. If legal advice or other expert
assistance is required, the services of a competent professional person
should be sought.
Library of Congress Cataloging-in-Publication Data
Schwartz, Matthew
Fundamentals of sales management for the newly appointed sales
manager / Matthew Schwartz.
p. cm.
Includes index.
ISBN 0-8144-0873-7
1. Sales management. 2. Management. I. Title.
HF5438.4.S362 2006
658.8 1—dc22
2005022936
2006 AMACOM, a division of American Management Association, New York.
All rights reserved.
Printed in the United States of America.
This publication may not be reproduced,
stored in a retrieval system,
or transmitted in whole or in part,
in any form or by any means, electronic,
mechanical, photocopying, recording, or otherwise,
without the prior written permission of AMACOM,
a division of American Management Association,
1601 Broadway, New York, NY 10019.
Printing number
10987654321
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