Sales management : concepts and cases

Bibliographic Information

Sales management : concepts and cases

Douglas J. Dalrymple, William L. Cron

Wiley, c1998

6th ed

  • : cloth

Available at  / 1 libraries

Search this Book/Journal

Note

Includes bibliographical references and indexes

Description and Table of Contents

Description

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.

Table of Contents

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.

by "Nielsen BookData"

Details

Page Top