A Guide to Sales Management

Figure Credits

All the illustrations of this book have been prepared by the author with the following exceptions:

 

Figure 1.1	Channel architecture: printed with permission from David B. Easton.
Figure 3.5	Fishbone diagram: reprinted with permission from the Asian Productivity Organization. See Kaoru Ishikawa. 1972. Guide to Quality Control, Tokyo: Asian Productivity Organization.
Figure 4.3	The eight-step category management model: reprinted with permission from The Partnering Group Inc. and Roland Berger & Partners. See ECR North America. 1995. Category Management Report. Enhancing Consumer Value in the Grocery Industry, Cincinnati, OH: The Joint Industry Project on Efficient Consumer Response (Category Management Subcommittee) and ...