Sales management : concepts and cases

Author(s)

Bibliographic Information

Sales management : concepts and cases

Douglas J. Dalrymple, William L. Cron

Wiley, c1995

5th ed

  • : pbk

Available at  / 16 libraries

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Note

Includes bibliographical references and indexes

Description and Table of Contents

Description

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.

Table of Contents

  • 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.

by "Nielsen BookData"

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