Product Description: This volume represents the proceedings of the third in a series of annual inter­ national symposia. The first, The Neuroregulation of Autonomic, Endocrine, and Immune Systems, was held in Indianapolis in the fall of 1985. The second, Psychological and Biological Approaches to the Understanding of Human Disease, was held in Bielefeld, Germany in the fall of 1986...read more

Thoroughly updated and completely rewritten, this second edition aims to capture the vitality of sales management in an environment that is constantly changing. Noted for its realism in presenting the sales management function, the text incorporates examples of current practises and includes realistic case studies, carefully developed to provide a variety of learning opportunities. The second edition has increased emphasis on professional selling, ethics, international issues, automation and sales technology, changes in personal selling, and gender and racial diversity of the sales force.