:








:
  1. Amp;
  2. CEM (Customer Experience Management,) -
  3. CRM (Customer Relationship Management) - .
  4. II -
  5. III -
  6. SCEM (Supply Chain Event Management)
  7. V.
  8. VIII.3.4) -.
  9. XIII -
  10. XY-

1 Michael Waldholz. How a 'Detail Man' Promotes New Drugs to Tennessee Doctors. Wall Street Journal, November 8, 1982.

2 Robert N. McMurry. The Mystique of Super-Salesmanship. Harvard Business Review, March-April 1961, p. 114.

3 .: William R. Dixon. Redetermining the Size of the Sales Force: a Case Study. Changing Perspectives in Marketing Management, ed. Marting R. Warshaw. Ann Arbor, University of Michigan, 1962, p. 58.

4 Roger M. Pegram. Selling and Servicing the national Account. N. Y., Conference Board, 1972,

5 William H. Kaven. Managing the Major Sale. N. Y., American Management Association, 1971; Benson P. Shapiro and Ronald S. Posner. Making the Major Sale. Harvard Business Review, March-April 1976, p. 6878.

6 .: Walter J. Talley. How to Design Sales Territories. Journal of Marketing, January 1961, p. 713.

7 .: Marketing News, February 5, 1982, p. 1.

8 - , Business Week, February 1, 1964, . 52.

9 McMurry. Mystique of Super Salesmanship, p. 117.

10 Ibid., p. 118.

11 David Mayer and Herbert M. Greenberg. What Makes a Good Salesman. Harvard Business Review, July-August 1964, p. 119 125.

12 Double-Digit Hikes in 1974 Sales Training Costs. Sales and Marketing Management, January 6, 1975, p. 54.

13 : W. J. . Crissy, William H. Cunningham and Isabella . . Cunningham. Selling: the Personal Force m Marketing. N. Y., John Wiley, 1977, p. 1929.

14 Mark Hanan. Join the Systems Sell and You Can't Be Beat. Safe and Marketing Management, August 21, 1972, p. 44. . : Mark Hanan, James Cribbin and Herman Heiser. Consultative Selling. N. Y., American Management Association, 1976.

17. , ,

1 Melville . Branch. The Corporate Planning Process. N. Y., American Management Association, 1962, p. 48 49.

2 .: Peter Drucker. Management: Tasks, Responsibilities, Practices. N. Y., Harper & Row, 1973, chap. 7.

3Theodore Levitt. Marketing Myopia. Harvard Business Review, July-August 1960, p. 45 56,



4 Charles H. Granger. The Hierarchy of Objectives. Harvard Business Review, May-June 1964, 63 74.

5 H. Igor Ansoff. Strategies for Diversification. Harvard Business Review, September-October 1957, p. 113 124.

6 : Doyle L. Weiss. Determinants of Market Share. Journal of Marketing Research, August 1968, p. 290295; Donald E. Sexton, Jr. Estimating Marketing Policy Effects on Sales of a Frequently Purchased Product. Journal of Marketing Research, August 1970, p. 338347; Jean-Jacques Lambin. A Computer On-Line Marketing Mix Model. Journal of Marketing Research, May 1972, p. 119 126.

7 .: Russell Ackoff and James R. Emshoff. Advertising Research at Anheuser-Busch. Sloan Management Review, Winter 1975, p. 1 15.

8 .: Philip Kotler. A Guide to Gathering Expert Estimates. Business Horizons, October 1970, p. 7987.

9 .: Philip Kotler. Marketing Decision Making. N.Y., Holt, Rinehart & Winston, 1971.



10 .: James M. Hulbert and Norman E.Toy. A Strategic Network for Marketing Control. Journal of Marketing, April 1977, p. 12 20.

11 Arthur J. Daltas. Protecting Service Markets with Consumer Feedback. Cornell Hotel and Restaurant Administration Quarterly, May 1977, p. 73 77.

12 . : Donald R.Longman and Michael Schiff. Practical Distribution Cost Analysis. Homewood, . Richard D. Irwin, 1955.

13 . : Philip Kotler, William Gregor and William Rodgers. The Marketing Audit Comes of Age. Sloan Management Review, Winter 1977, p. 2543. : Philip Kotler. From Sales Obsesion to Marketing Effectiveness. Harvard Business Review, November-December 1977, p. 6775.


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