Sales management

著者

書誌事項

Sales management

Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo

Wiley, c2004

8th ed

  • : WIE
  • : hbk

大学図書館所蔵 件 / 全11件

この図書・雑誌をさがす

注記

WIE [Wiley International Edition] ISBN 0471451711

Includes bibliographical references (p. 565-581) and indexes

内容説明・目次

内容説明

Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

目次

  • 1. Introduction to Selling and Sales Management
  • 2. Strategic and Sales Program Planning
  • Sales Management Resource: Estimating Potential and Forecasting Sales
  • Management Resource: Sales Force Investment and Budgeting
  • 3. Sales Opportunity Management
  • 4. Account Relationship Management
  • 5. Customer Interaction Management
  • 6. Sales Force Organization
  • Management Resource: Territory Design
  • 7. Recruiting and Selecting Sales Personnel
  • 8. Sales Training
  • 9. Leadership
  • 10. Ethical Leadership
  • 11. Motivating Salespeople
  • 12. Compensating Salespeople
  • 13. Evaluating Performance
  • References
  • Credits
  • Key Term and Subject Index
  • Author Index
  • Company Index
  • Case Index.

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