Sales Management Essay by The Research Group

Sales Management
Examines role & tools of hypothetical manufacturing firm's sales manager. Product, performance, territories, quotas and training.
# 13051 | 1,800 words | 5 sources | 1997 | US
Published on Feb 04, 2003 in Business (Administration) , Business (Management)

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From the Paper:

The athletic shoe market is no longer the strict province of the professional athlete. Weekend athletes and those who do not participate in any sports wear athletic shoes. Nor have the athletic shoes remained all-purpose: there are shoes for walking, running (on grass and hard surfaces), bicycling, tennis and so on. The variety of shoes available and the fact that athletic shoes are now considered acceptable leisure attire means that the industry has grown tremendously during the 1980s and early 1990s. The industry as a whole had sales in excess of $10.1 billion in 1994, with 1995 sales expected to approach $11.5 billion (Rindos, 1995, p. 1668). This research considers the recent performance of one American shoe manufacturer, Converse, and evaluates the strategic marketing concepts it should evaluate..."

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