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Marketing classics: A selection of influential articles

Business & Money

Enis, Ben M.

Management & Leadership

Allyn and Bacon

Continually placing the student in the role of the sales manager, this book focuses on the "personal" side of the job. It recognizes that sales managers do not start from scratch, but inherit sales programmes which must be worked and changed from within. Terminology is fully explained.

Managing Salespeople

Tanner, John F.

Chonko, Lawrence B.

Allyn&Bacon

Focuses on the development of communications skills, presenting the basics of how to design informative, persuasive and ethical verbal communications in a sales context. A range of topics that are applicable to the selling and communication process are covered.

Professional Selling

<p>This 25th-anniversary-edition of "Marketing Classics" represents a culmination of the most important articles published in the field. Each article has been selected for the contribution it has made, and the impact it has had in bringing a new way of thinking into marketing theory and practice. Eleven new articles have been added in such topical areas as marketing ethics, global marketing strategy, service quality and technology diffusion. Articles of enduring interest by noted marketing minds like Wroe Anderson, George Katona, Theodore Levitt, George Day, John Howard, Frederick Webster Jr, Sidney J. Levy, Jagdish Sheth and Philip Kotler are retained. The articles are divided into four parts: "Marketing Philosophy"; "Buyer and Market Behaviour"; "Marketing Strategy"; and "Competitive Marketing Programmes".</p>

Marketing Classics: A Selection of Influential Articles

Cox, Keith K.

Mokwa, Michael P.

Pearson College Div

Marketing

Murphy, Patrick E.

Scott, Foresman Co.

Marketing principles

Goodyear Pub. Co

Marketing principles: the management process

Marketing principles: The management process

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