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Unformatted text preview: Sales Management MKTG 311-001, Fall 2011 Reading Assignment for Wednesday, September 07, 2011 From the textbook: Management of a Sales Force , 12 th Edition, Spiro, Stanton and Rich: You should be sure you have read Chapter One: The Field of Sales Force Management . We will briefly review the concepts but the focus for Class Two will be on Chapters Two and Three. Since we did not get to Case 1-3: The Cornell Company (pages 35-7) on the first day of class, we will briefly explore the key ideas on September 14. Again, think about your choice and how you’d support that choice. Chapter Two: Strategic Sales Force Management is the only chapter that deals explicitly with the interface between sales and marketing. We will, however, continue to explore other interfaces throughout the course. As you read this chapter, I’d like you to reflect on other interfaces throughout the course....
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This note was uploaded on 09/16/2011 for the course MKTG 311 taught by Professor Kulick during the Fall '11 term at George Mason.
- Fall '11