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Sales Management

Sales Management

Concepts and Cases

Douglas J Dalrymple, William Cron, Thomas E. DeCarlo

600 pages, parution le 26/01/2004 (8eme édition)

Résumé

Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

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.

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.

Sommaire

  • Introduction to Selling and Sales Management Strategy and Sales Program Planning
  • Sales Management Resource: Estimating Potentials and Forecasting 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
Voir tout
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Caractéristiques techniques

  PAPIER
Éditeur(s) Wiley
Auteur(s) Douglas J Dalrymple, William Cron, Thomas E. DeCarlo
Parution 26/01/2004
Édition  8eme édition
Nb. de pages 600
Format 21 x 26
Couverture Broché
Poids 1310g
Intérieur 2 couleurs
EAN13 9780471451716

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