Dalrymple's Sales Management
Concepts and Cases
10th Edition
Published on 17. July 2015
Book
Hardback
528 pages
978-0-470-16965-0 (ISBN)
Description
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.
More details
Edition
10. Auflage
Language
English
Place of publication
New York
United States
Target group
College/higher education
Product notice
sewn/stitched
Paper over boards
Dimensions
Height: 257 mm
Width: 208 mm
Thickness: 23 mm
Weight
1066 gr
ISBN-13
978-0-470-16965-0 (9780470169650)
Schweitzer Classification
Other editions
New editions
Book
03/2009
10th Edition
Wiley
Unfortunately, price unknown
Article is exhausted; no reprint
Previous edition
Book
10/2005
9th Edition
Wiley
€165.00
Article exhausted; check for reprint
Persons
William L. Cron received his BSBA from Xavier University and his MBA & DBA from Indiana University. He's a Professor of Marketing at the M.J. Neeley School of Business at Texas Christian University. His areas of expertise and research are Sales Management Issues, Marketing Strategy--Planning for Growth & Profits, and Wholesaling Management Issues. He's received the following awards: Graduate Teaching Award - Electives, M. J. Neeley School of Business, 2003, Carl Sewell Distinguished Service to the Community Award, Edwin L. Cox School of Business, 1999., Excellence in Manuscript Reviewing Award, the Journal of Personal Selling and Sales Management, 1994., Nominated for Jagdesh N. Sheth Award for Best Articles, Journal of the Academy of Marketing Science, 1993. Bill has also done consulting with companies such as American Association for HomeCare, Baylor Health System, Bristol- Myers Squibb, and GTE.
Content
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.