Dalrymple's sales management : concepts and cases / Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo.
Material type:
TextPublication details: Hoboken, N.J. : Wiley ; Chichester : John Wiley [distributor], 2005.Edition: 9th edDescription: 624 pISBN: - 9780471743194 (hbk.) :
- 0471743194 (hbk.) :
- Sales management
- 658.81 DAL
- HF5438.4
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Long Loan | TUS: Midlands, Main Library Athlone General Lending | 658.81 DAL (Browse shelf(Opens below)) | 1 | Available | 201567 | ||
| Long Loan | TUS: Midlands, Main Library Athlone General Lending | 658.81 DAL (Browse shelf(Opens below)) | 1 | Available | 201568 |
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| 658.81 BUR Strategic customer alliances : how to win, manage and develop key account business in the 1990's / | 658.81 DAL Sales management / | 658.81 DAL Sales management / | 658.81 DAL Dalrymple's sales management : concepts and cases / | 658.81 DAL Dalrymple's sales management : concepts and cases / | 658.81 HAR Harvard Business Review on customer relationship management. | 658.81 JOB Selling & sales management / |
Previous ed.: 2004.
Introduction to selling and sales management -- 2.Strategy and sales program planning; sales management resources: estimating potentials and forecasting sales; sales management resource: sales force investment and budgeting -- 3.Sales opportunity management -- 4.Account relationship management -- 5.Customer interaction management -- 6.Sales force organization; management resource: territory design -- 7.Recruiting and selecting personnel -- 8.Sales training -- 9.Leadership -- 10.Ethical leadership -- 11.Motivating salespeople -- 12.Compensating salespeople -- 13.Evaluating performance.
This text provides a real-world, 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.