Sales management : concepts and cases

著者

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 / 全16件

この図書・雑誌をさがす

注記

Includes bibliographical references and indexes

内容説明・目次

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.

「Nielsen BookData」 より

詳細情報

ページトップへ