Dalrymple's Sales Management

Thomas E. DeCarlo, William Cron

570 pages, parution le 16/02/2006 (9^eme édition)

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Résumé

Get the hands-on experience you need to succeed

Effective sales management not only helps companies gain advantages over competitors; it also helps you gain key advantages in your personal career. With Dalrymple's Sales Management, 9th Edition, you'll learn how to get out there, manage a sales force, and help them sell. The authors show you how to develop a sales force, manage strategic account relationships, and motivate your sales force.

Now revised, this Ninth Edition presents the latest findings in sales force management research, along with examples and stories of current sales management practices.

Dalrymple's Sales Management, 9th Edition will help you:

Think strategically about how to use the sales force to create customer value and competitive advantages.
Enhance your data analysis skills with Excel, through a wealth of Excel-based problems.
Apply what you've learned to real-world sales management dilemmas and a new continuing case.
Develop the core competencies that every sales manager needs.
Implement specific sales management tools for budgeting, sales forecasting, and designing sales territories.

L'auteur - Thomas E. DeCarlo

Thomas E. DeCarlo is Associate Professor of Marketing and the ISU Business Analysis Lab Faculty Scholar in the Business School at Iowa State University. He received his Ph.D. from the University of Georgia and his BA from North Carolina State University.

L'auteur - William Cron

William L. Cron is Professor of Marketing in the M. J. Neeley School of Business at Texas Christian University. He received his MBA and DBA from Indiana University and his BSBA from Xavier University in Cincinnati, Ohio. Professor Cron has also taught at Southern Methodist University, the University of Wuhun, Universitat Bern Switzerland, and the University of Dijon France.

Sommaire

Introduction to Selling and Sales Management
Strategy and Sales Program Planning
Sales Management Resource: Estimating Potentials and Forecasting Sales
Sales Management Resource: Sales Force Investment and Budgeting
Sales Opportunity Management
Account Relationship Management
Customer Interaction Management
Sales Force Organization
Management Resource: Territory Design
Recruiting and Selecting Personnel
Sales Training
Leadership
Ethical Leadership
Motivating Salespeople
Compensating Salespeople
Evaluating Performance
References
Case Analysis
Credits
Key Term and Subject Index
Author Index
Company Index
Case Index

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Wiley
Auteur(s)	Thomas E. DeCarlo, William Cron
Parution	16/02/2006
Édition	9^eme édition
Nb. de pages	570
Format	21 x 26
Couverture	Relié
Poids	1140g
Intérieur	Noir et Blanc
EAN13	9780471743194
ISBN13	978-0-471-74319-4