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Sales Management : Concepts and Cases by Douglas J. Dalrymple, William L. Cron and Thomas E. DeCarlo (2000, Hardcover)
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- Buy It NowSales Management - Douglas J. Dalrymple (Hardcover, 2001, 7th Edition)
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About this product
Product Identifiers
PublisherWiley & Sons, Incorporated, John
ISBN-100471388807
ISBN-139780471388807
eBay Product ID (ePID)471306
Product Key Features
Number of Pages608 Pages
LanguageEnglish
Publication NameSales Management : concepts and Cases
SubjectSales & Selling / Management, Sales & Selling / General
Publication Year2000
TypeTextbook
AuthorDouglas J. Dalrymple, William L. Cron, Thomas E. Decarlo
Subject AreaBusiness & Economics
FormatHardcover
Dimensions
Item Height1.2 in
Item Weight45.3 Oz
Item Length10.2 in
Item Width8.3 in
Additional Product Features
Edition Number7
Intended AudienceCollege Audience
LCCN00-712047
Dewey Edition21
IllustratedYes
Dewey Decimal658.8/1
Table Of ContentSALES MANAGEMENT FUNCTIONS AND STRENGTHS.Introduction to Selling and Sales Management.Strategic Planning and Budgeting.DEVELOPING THE SELLING FUNCTION.Personal Selling.Account Relationship Management.Territory Management.Sales Ethics.SALES GOALS AND STRUCTURE.Estimating Potentials and Forecasting Sales.Organization.Territory Design.BUILDING A SALES PROGRAM.Recruiting and Selecting Personnel.Sales Training.LEADING AND MOTIVATING THE SALES FORCE.Leadership.Motivating Salespeople.Compensating Salespeople.Evaluating Performance.Appendices.References.Credits.Key Term and Subject Index.Indexes.
SynopsisTHE NEXT BEST THING TO ON-THE-JOB EXPERIENCE! SALES MANAGEMENT, 7/E simulates the role of the sales manager through interactive sales simulation software, many reak0world cases and examples, realistic role plays, and in-class exercises. SALES MANAGEMENT SIMULATION SOFTWARE (sold seperately, ISBN: 0-471-39756-3). Now in an improved Windows-compartible version, this powerful simulation program challenges you to manage your own sales department anf make decisions on hiring, firing, training, sales contests, pricing, and asigning sales people to territories. COMPETENCY-BASED INSTRUCTION. The authors have revised their new edition to focus on sales management competencies-those core skills you need to be an outstanding sales manager in any setting. These competencies include: strategic action, global perspective, technology, self-management, coaching, and team building. A new section at the end of each chapter, "Building Your Competencies," addresses these core skills. EXCEL-BASED PROBLEMS. A functional understanding of Excel will equip you with a competitive advantage on the job, and that2s why SALES MANAGEMENT offers a wealth of Excel-based problems. The Seventh Edition features many new Excel-based problems in chapters where numerical manipulation is most relevant. All data associated with these cases are available on the text2s Web site (www.wiley.com/college/dalrymple)., Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.
LC Classification NumberHF5438.4.D34 2001
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