Sales management : concepts and cases

書誌事項

Sales management : concepts and cases

Douglas J. Dalrymple, William L. Cron

Wiley, c1995

5th ed

  • : pbk

大学図書館所蔵 件 / 15

この図書・雑誌をさがす

注記

Includes bibliographical references and indexes

内容説明・目次

巻冊次

ISBN 9780471055488

内容説明

Through five editions, this book has provided readers with a comprehensive, practical approach to sales management. Now the sixth edition continues that tradition with four new chapters on the sales function and coverage of the latest trends such as relationship marketing, team development and TQM.

目次

  • PART ONE: SALES MANAGEMENT FUNCTIONS AND STRATEGIES: Introduction to Selling and Sales Management
  • PART TWO: DEVELOPING THE SELLING FUNCTION: Personal Selling: Selling to the CEO
  • Territory Coverage
  • Personal Time Management
  • Management's Role
  • Sales Ethics: Why is Sales Ethics Important
  • PART THREE: SALES GOALS AND STRUCTURE: Estimating Potentials and Forecasting Sales: Using Potentials Data
  • PART FOUR: BUILDING A SALES PROGRAM: Recruiting and Selecting Personnel
  • PART FIVE: LEADING AND MOTIVATING THE SALESFORCE: Leadership: Where is Richard Waxler
  • Leadership
  • Leadership Styles
  • Models Combining Input and Output Controls.
巻冊次

: pbk ISBN 9780471111504

内容説明

This practical text contains case studies and role-playing activities which provide readers with the opportunity to solve realistic sales management problems. Emphasis is placed on relationship marketing, team development, diversity, total quality management and strategic planning.

目次

  • PART ONE: SALES MANAGEMENT FUNCTIONS AND STRATEGIES: Introduction to Selling and Sales Management
  • PART TWO: DEVELOPING THE SELLING FUNCTION: Personal Selling: Selling to the CEO
  • Territory Coverage
  • Personal Time Management
  • Management's Role
  • Sales Ethics: Why is Sales Ethics Important
  • PART THREE: SALES GOALS AND STRUCTURE: Estimating Potentials and Forecasting Sales: Using Potentials Data
  • PART FOUR: BUILDING A SALES PROGRAM: Recruiting and Selecting Personnel
  • PART FIVE: LEADING AND MOTIVATING THE SALESFORCE: Leadership: Where is Richard Waxler
  • Leadership
  • Leadership Styles
  • Models Combining Input and Output Controls.

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