Dalrymple's sales management : concepts and cases
著者
書誌事項
Dalrymple's sales management : concepts and cases
J. Wiley, c2009
10th ed. / William L. Cron, Thomas E. DeCarlo
- : hbk
- タイトル別名
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Sales management
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注記
Previous ed.: published as by Douglas J. Dalrymple, William L. Cron and Thomas E. DeCarlo. 9th ed
Includes index
内容説明・目次
内容説明
Easily accessible, real-world and practical, Dalrymple's Sales Management 10e by Cron and DeCarlo introduces the reader to the issues, strategies and relationships that relate to the job of managing an effective sales force. With a lively and engaging style, this book places emphasis on developing a sales force program and managing strategic account relationships. With additional information on team development, diversity in the work force, problem-solving skills, and financial issues, this title provides a complete guide for taking student past the classroom and into a future career in sales management.
目次
1. Introduction to Selling and Sales Management. 2. Strategy and Sales Program Planning.
3. Sales Opportunity Management.
4. Account Relationship Management.
5. Customer Interaction Management.
6. Sales Force Organization.
7. Recruiting and Selecting Personnel.
8. Sales Training.
9. Leadership.
10. Ethical Leadership.
11. Motivating Salespeople.
12. Compensating Salespeople.
13. Evaluating Performance.
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