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by Gerald J. Bauer,Mark S. Baunchalk,Thomas N. Ingram,Raymond LaForge

Gerald_J._Bauer Mark_S._Baunchalk Thomas_N._Ingram Raymond_LaForge Marketing_and_Sales English
  • ISBN: 1567200362
  • Category: Money & Business
  • Author: Gerald J. Bauer,Mark S. Baunchalk,Thomas N. Ingram,Raymond LaForge
  • Subcategory: Marketing & Sales
  • Other formats: rtf azw mobi txt
  • Language: English
  • Publisher: Praeger (August 30, 1998)
  • Pages: 264 pages
  • FB2 size: 1152 kb
  • EPUB size: 1575 kb
  • Rating: 4.9
  • Votes: 215
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GERALD J. BAUER is a Sales Competency Leader and Field Marketing Manager for DuPont. e He also leads the DuPont Sales Network and the Channel Partner Network, two intracompany networks.

GERALD J. In his 30 years with the company he has held a variety of positions, including sales, sales management, product management, industry management and others. A conference and seminar speaker in countries throughout North, South, and Central America as well as Europe and Asia, Bauer is a member of the Management Education Alliance, a collaborative effort between industry and the academic community.

By Gerald J. Bauer, Mark S. Baunchalk, Thomas N. Ingram, Raymond W. LaForge. Emerging Trends in Sales Thought and Practice. By Gerald J. Selling is dynamic and companies must be quick to realize when a change in the way selling is done is imminent and adapt themselves to it. Bauer (author), Raymond W. LaForge (author), Thomas N. Ingram (author), Mark S. Baunchalk (author).

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Find nearly any book by Gerald J. Bauer. Get the best deal by comparing prices from over 100,000 booksellers. Ingram, Raymond LaForge. ISBN 9781567200362 (978-1-56720-036-2) Hardcover, Praeger, 1998. Find signed collectible books: 'Emerging Trends in Sales Thought and Practice'. Founded in 1997, BookFinder. com has become a leading book price comparison site

Bauer, Gerald . Mark S. Ingram, and Raymond W. LaForge, eds. 1998. Westport, CT: Quorum Books.

Bauer, Gerald . Baumgartner, Hans and Christian Homburg. CrossRefGoogle Scholar. Cite this article as: Workman, . Homburg, C. & Jensen, O. J. of the Acad. LaForge (1998), " Sales Organization Chal-lenges and Trends, " in Emerging Trends in Sales Thought and Practice, Gerald J. LaForge, ed. Westport, CT: Quorum Books, 1–7. Organizational Information Re-quirements, Media Richness and Structural Design.

Emerging Trends in Sales Thought and Practice. Sales Management Analysis and Decision Making 7th. Thomas N Ingram.

Marketing, Principles & Perspectives: Principles & Perspectives (Mcgraw-Hill/Irwin Series in Marketing). Professional Selling. Professional selling: a trust-based approach.

With each chapter written by a team of sales executives and academics specializing in sales research and theory, Bauer and the editors of this unique volume examine the five major selling trends today and provide detailed discussion and real-world examples of them. Selling is dynamic and companies must be quick to realize when a change in the way selling is done is imminent and adapt themselves to it. Now that sales research is firmly legitimized in the academic community, the views of academics on these problems and issues can be brought to the forefront of corporate attention. As a powerful insight into what's what in the world of selling, how that world is evolving, and what it all means for corporations engaged in a vigorous sales enterprise, this book will be thoughtful and provocative reading.

It is evident now that little of the academic research in selling was ever making its way usefully to corporate marketing and sales executives. Nor were academics always eager to hear what the corporate practitioners had to say, or to enfold corporate experience into their own thinking and teaching. There was a gap between what was happening in the field and what was being taught in the classroom, while sales managers, trainers, and consultants hunted for new conceptual frameworks to guide the development and implementation of hands-on sales strategy. A series of programs first held in 1990 led to a major breakthrough in the creation of a dialogue between professors and executives. The present volume reflects that dialogue, not only in the topics it covers but in the way the topics are presented: jointly, with academics collaborating with practitioners.



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