Introductory Mathematical Economics or Sales Management

Introductory Mathematical Economics

Author: D Wade Hands

A strong relationship clearly exists between mathematics and modern economics; mathematics helps extend and formalize economic theory, and quantitative economic data influences the development and refinement of mathematical models. In Introductory Mathematical Economics, 2/e, author D. Wade Hands introduces students to a variety of new mathematical tools and explains how to apply those tools to a broad range of economic problems. The book begins with an overview of the necessary mathematical background, then presents a number of more advanced mathematical tools that allow students to expand their knowledge of economics. It offers a mix of classical and contemporary economic theory, covering the standard mathematical techniques such as optimization and comparative statics, as well as more specialized topics such as uncertainty, dynamics, nonlinear programming, and matrix theory.

Thoroughly revised and updated, this second edition offers students a wide range of mathematical techniques and the associated economic theory. The new Chapter 0, a mathematical review covering all prerequisite mathematics, serves as both a precourse mathematics refresher and a handy reference. All end-of-chapter problems are economics problems; many are detailed and require a substantial amount of economic interpretation in addition to the technical analysis. These problems have been revised and expanded in this second edition. Boxes in each chapter provide economic examples of relevant mathematical concepts. Several boxes discuss recent developments in economic theory, while others present results that influenced the evolution of modern economics. Featuring a clear and concise presentation of mathematicaland economic concepts, Introductory Mathematical Economics, 2/e, is ideal for undergraduate courses in mathematical economics.

See also: Food and Drink in Medieval Poland or Menu Pricing and Strategy

Sales Management

Author: Douglas J Dalrympl

Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Booknews

A text on sales management for marketing students, focusing on the activities of first-line field sales managers. After material on how salespeople interact with customers and prospects, coverage includes developing the selling function, sales goals and structure, building a sales program, and leading the sales force. Special emphasis is placed on current issues of managing strategic account relationships, team development, workforce diversity, salesforce automation, and ethics. Learning aids include chapter summaries, key terms, review questions, problems, and brief and detailed case studies, plus boxed readings, in-class exercises, and discussions on getting a job in sales. The length of this sixth edition has been shortened to make it easier to use. Annotation c. by Book News, Inc., Portland, Or.

Table of Contents:

1	Introduction to Selling and Sales Management	1
2	Strategy and Sales Program Planning	42
	Sales Management Resource: Estimating Potentials and Forecasting Sales	89
	Management Resource: Sales Force Investment and Budgeting	108
3	Sales Opportunity Management	120
4	Account Relationship Management	162
5	Customer Interaction Management	198
6	Sales Force Organization	239
	Management Resource: Territory Design	293
7	Recruiting and Selecting Personnel	314
8	Sales Training	354
9	Leadership	391
10	Ethical Leadership	426
11	Motivating Salespeople	456
12	Compensating Salespeople	497
13	Evaluating Performance	532
	References	565
	Credits	583
	Key Term and Subject Index	587
	Author Index	595
	Company Index	599
	Case Index	601