Sales management : concepts and cases

著者

• Dalrymple, Douglas J.
• Cron, William L.

書誌事項

Sales management : concepts and cases

Douglas J. Dalrymple, William L. Cron

Wiley, c1998

6th ed

• : cloth

注記

Includes bibliographical references and indexes

内容説明・目次

内容説明

This text on sales management is supported by examples, including 19 new cases to this edition, which aim to give students a chance to resolve realistic business dilemmas. This new edition features four chapters on personal selling and places emphasis on relationship marketing, team development, diversity, and earlier coverage on strategic planning. There are now TQM sections and ethical challenges in each chapter as well as a chapter on ethics.

目次

SALES MANAGEMENT FUNCTIONS AND STRATEGIES. Introduction to Selling and Sales Management. Strategic Planning and Budgeting. DEVELOPING THE SELLING FUNCTION. Personal Selling. Account Relationship Management. Territory Management. Sale Ethics. SALES GOALS AND STRUCTURE. Estimating Potentials and Forecasting Sales. Organization. BUILDING A SALES PROGRAM. Recruiting and Selecting Personnel. Sales Training. Territory Design. LEADING AND MOTIVATING THE SALES FORCE. Leadership. Motivating Salespeople. Compensating Salespeople. Evaluating Performance. Appendices. Indexes.

「Nielsen BookData」 より

詳細情報

• NII書誌ID(NCID): BA40111328
• ISBN:
  • 0471191973
• LCCN: 97030041
• 出版国コード: us
• タイトル言語コード: eng
• 本文言語コード: eng
• 出版地: New York
• ページ数/冊数: xiv, 601, 10, 8 p.
• 大きさ: 25 cm
• 分類:
  • LCC : HF5438.4
  • DC21 : 658.8/1
• 件名:
  • LCSH : Sales management
  • LCSH : Sales Management -- Case studies