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Dalrymple's Sales Management Concepts and Cases

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ISBN-10: 0471743194

ISBN-13: 9780471743194

Edition: 9th 2006 (Revised)

Authors: William L. Cron, Thomas E. DeCarlo

List price: $183.95
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Description:

"Dalyrymple’ s Sales Management is known for its friendly, real-world and practical approach to the concept of sales management. It introduces readers to the issues, strategies and relationships that relate to the job of managing a sales force and helping them sell. With this new edition, Cron and DeCarlo also present a running case study throughout each chapter on Moreguard Insurance. The case study is used to show how key concepts are applied in the real world. Exercises are included with the case study to help readers begin to think critically about how to utilize the information discussed.
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Book details

List price: $183.95
Edition: 9th
Copyright year: 2006
Publisher: John Wiley & Sons, Incorporated
Publication date: 11/4/2005
Binding: Hardcover
Pages: 624
Size: 8.50" wide x 10.25" long x 1.00" tall
Weight: 2.486
Language: English

Introduction to Selling and Sales Management
Strategy and Sales Program Planning.
Sales Management Resource: Estimating Potentials and Forecasting Sales
Sales Management Resource: Sales Force Investment and Budgeting
Sales Opportunity Management
Account Relationship Management
Customer Interaction Management
Sales Force Organization.
Management Resource: Territory Design
Recruiting and Selecting Personnel
Sales Training
Leadership
Ethical Leadership
Motivating Salespeople
Compensating Salespeople
Evaluating Performance
References
Case Analysis
Credits
Key Term and Subject Index
Author Index
Company Index
Case Index