Dalrymple's Sales Management Concepts and Cases

ISBN-10: 0470169656
ISBN-13: 9780470169650
Edition: 10th 2009
List price: $249.95 Buy it from $21.97 Rent it from $17.17
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Description: Dalrymples Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, theyll find streamlined coverage for easier readability  More...

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Book details

List price: $249.95
Edition: 10th
Copyright year: 2009
Publisher: John Wiley & Sons, Incorporated
Publication date: 12/31/2008
Binding: Hardcover
Pages: 528
Size: 8.25" wide x 10.00" long x 1.00" tall
Weight: 2.398
Language: English

Dalrymples Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, theyll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material will empower sales managers to build a sales force, manage strategic relationships, and motivate the sales team.

Introduction to Selling and Sales Management
Chief Sales Executive Forum
Personal Selling
A Changing Marketplace
The Sales Management Process
The Sales Management Competencies
Team Exercise: "Who to Promote?"
Team Exercise: "The Prima Donna"
Team Exercise: "How to Handle Rumors"
Career Paths
Preparing for Sales Management Success
Featured Case: Shield Financial
Strategy and Sales Program Planning
An Award-Winning Account
Business Strategy
Marketing Strategy
Strategic Implementation Decisions
Team Exercise: "Web Sales"
Sales Force Program Decisions
Team Exercise: "Looking Forward to Next Year"
Featured Case: Shield Financial: "A Different Kind of Customer"
Sales Management Resource: Estimating Potentials and Forecasting Sales
Why Forecast?
What is Market Potential?
Qualitative Sales Forecasting
Quantitative Sales Forecasting
MAPE
Selecting Forecasting Methods
Sales Management Resource: Sales force Investment and Budgeting
Sales Force Investment
Developing a Sales Budget
Sales Opportunity Management
Prioritizing Opportunities at Hill-Rom
A Process for Generating New Accounts
Managing Existing Accounts
Team Exercise: "Working Hard or Working Smart?"
Sales Versus Profits
Team Exercise: "Destructive Discounting"
Time Management
Featured Case: Shield Financial: "Lead Generation"
Account Relationship Management
Growing the Relationship
Purchasing Process
Buying Center
Team Exercise: "Different Strokes"
Evolution of Relationships
Relationship Binders
Team Exercise: "A Favor"
Featured Case: Shield Financial: "A Customer Request"
Customer Interaction Management
A Thirty-Million-Dollar Sale
Basic Types of Selling Models
The Preinteraction Phase: Planning Skills
The Interaction Phase
Team Exercise: "What Does Ms. Williams Hear?"
Team Exercise: "Relating Skills"
Team Exercise: "Why Beat a Dead Horse?"
The Postinteraction Phase
Team Exercise: "Unkept Promise"
Featured Case: Shield Financial: "A Vendor Problem"
Sales Force Organization
Xerox Reorganizes
Generalist Versus Specialist Structures
Strategic Account Management Program
Team Exercise: "The Optimal Sales Organization"
Telemarketing
Some Additional Issues
Independent Sales Agents
Emerging Sales Force Organization Issues
Team Exercise: "A Global Assignment"
Featured Case: Shield Financial "A Special Assignment"
Management Resources: Territory Design
Three Reasons Why Proper Territory Alignment Is Important
When Do Territories Need To Be Realigned?
Territory Design Procedures
Designing Territories By Computer
Recruiting and Selecting Personnel
Federated Insurance's Recruiting Process: a Model for Success
Planning Process
Team Exercise: "Turnover and Counteroffers"
Recruiting
Selecting Prospects
Team Exercise: "Questions About Interviewers"
Validating the Hiring Process
Featured Case: Shield Financial: "Hiring Pressures"
Sales Training
Sales Training Pays Off
Why Train Salespeople?
Planning for Sales Training
Team Exercise: "Sales Training for Profits"
Developing the Training Program
Evaluating Sales Training
Followup
Featured Case: Shield Financial: "Training Woes"
Leadership
Leading the Independent Spirit
Leadership
Team Exercise: "Avoiding a Bidding War"
Effective Leadership Styles
Important Leadership Functions
Sales Force Personnel Issues
Featured Case: Shield Financial: "Confidential Documents"
Ethical Leadership
Why Ethics Are Important
Principles of Ethical Decision Making
Making Decisions on Ethical Problems
Common Sales Ethics Issues
Team Exercise: "Customer Gifts versus Company Policy"
Team Exercise: "Special Support"
Government Regulation
Building A Sales Ethics Program
Featured Case: Shield Financial: "Overheard Trade Secrets"
Motivating Salespeople
The Drive To Excel
What Is Motivation?
A Model of Motivation
Team Exercise: "Expectancy Theory"
Self-Management
Quotas
Team Exercise: "Sales and the Web"
Incentive Programs
Recognition Programs
Featured Case: Shield Financial: "Motivation and Role Conflict"
Compensating Salespeople
Compensation Objectives
Team Exercise: "Changing Sales Compensation Plans"
Compensation Methods
Team Exercise: "Incentives for Team Selling"
Expense Accounts and Benefits
Assembling the Plan
Evaluating the Plan
Featured Case: Shield Financial: "The Elusive Commission-Now You See It, Now You Don't"
Evaluating Performance
Sales Performance Review
The Big Picture
Expense Analysis
Evaluating Salespeople
Team Exercise: "Evaluating for Profit"
Behavior-Based Evaluation
Outcome-Based Evaluations
Team Exercise: "Measuring More Than Sale Quotas."
Using Models for Evaluation
Featured Case: Shield Financial: "Missed Quota"
Notes
Cases Analysis
The Case Method
Adams Brands
Arapahoe Pharmaceutical Company
Atomic Company
Conner Labs Corporation
Crestfield Furniture (A)
Crestfield Furniture (B)
Dave MacDonald's Ethical Dilemmas
Erekson Industrial Supply
First National Bank
General Electric Appliances
Hanover-Bates Chemical Corporation
Hyde-Phillip Appliances
Inject Plastics
Milligan Pharmaceuticals
National Mutual Funds
Power and Motion Industrial Supply
Quado Systems Group
Romano Pitesti
Skata, Inc.
Tekspan Corporation
The Sullivan Group (A)
The Sullivan Group (B)
Venture Insurance Corporation
White Electronics
Winston Liu, Bookman
Credits
Key Term and Subject Index
Author Index
Company Index
Case Index

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