Dalrymple's sales management : concepts and cases
Author(s)
Bibliographic Information
Dalrymple's sales management : concepts and cases
J. Wiley, c2009
10th ed. / William L. Cron, Thomas E. DeCarlo
- : hbk
- Other Title
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Sales management
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Note
Previous ed.: published as by Douglas J. Dalrymple, William L. Cron and Thomas E. DeCarlo. 9th ed
Includes index
Description and Table of Contents
Description
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.
Table of Contents
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.
by "Nielsen BookData"
