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Sales Management : Concepts and Cases by Douglas J. Dalrymple and William Cron (1992, Hardcover)

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About this product

Product Identifiers

PublisherWiley & Sons, Incorporated, John

ISBN-100471532495

ISBN-139780471532491

eBay Product ID (ePID)4448466

Product Key Features

Number of Pages784 Pages

Publication NameSales Management : concepts and Cases

LanguageEnglish

Publication Year1992

SubjectSales & Selling / Management, Sales & Selling / General

TypeTextbook

AuthorDouglas J. Dalrymple, William Cron

Subject AreaBusiness & Economics

FormatHardcover

Dimensions

Item Height1.4 in

Item Weight49 Oz

Item Length9.6 in

Item Width7.7 in

Additional Product Features

Edition Number4

Intended AudienceCollege Audience

LCCN91-028622

Dewey Edition21

Dewey Decimal658.8/1

Table Of ContentDEVELOPING THE SELLING FUNCTION. Personal Selling. Purchasing and Account Management. Territory Management. Sales Ethics. STRATEGIC SALES PLANNING. Planning and Budgeting. Estimating Potentials and Forecasting Sales. Organization. BUILDING A SALES PROGRAM. Recruiting and Selecting Personnel. Training. Territory Design. CONTROLLING THE SALES FORCE. Motivating Salespeople. Compensating Salespeople. Leadership. Evaluating Sales Force Performance. Evaluating and Controlling Salespeople. Appendix. Key Word Glossary and Subject Index. Author Index. Company Index. Case Index.

SynopsisThe authors not only provide students with the basics of sales management and what is involved in personal selling but also make it practical and interesting as well. Each chapter begins with short vignettes and features role-playing exercises to challenge and motivate pupils. Extensive references pertaining to the practice of major companies are extremely helpful when interviewing and add realism and credibility. New topics include: account and territory management, evaluating overall sales force performances, controlling individual salespeople and much more., Uses a comprehensive, up-to-date and practical approach to sales management. Each chapter begins with a narrative about an individual firm. Boxes highlight recent developments, topical issues and unique sales strategies. Special attention is paid to current topics on managing strategic account relationships, team development, work force diversity, Total Quality Management and ethical issues. This edition features 21 new cases, increasing the total number of cases to 49. Cases appear at the end of each chapter. Thoroughly updated tables, figures and references.

LC Classification NumberHF5438.4.D34 1992