(eBook PDF) Dalrymple’s Sales Management Concepts and Cases 10th Edition by William L. Cron – Digital Ebook – Instant Delivery Download
Product details:
- ISBN: 978-0-470-16965-0
- Author: William L. Cron, Thomas E. DeCarlo
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 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.
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