Sales Management

Concepts and Cases

Douglas J. Dalrymple, L. Cron (Autoren)

Media-Kombination

640 Seiten

1997 | 6th Revised edition
John Wiley and Sons (WIE)
978-0-471-19197-1 (ISBN)

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This text on sales management is supported by examples, including 19 new cases to this edition, which aim to give students a chance to resolve realistic business dilemmas. It also features four chapters on personal selling and places emphasis on relationship marketing and team development.

This text on sales management is supported by examples, including 19 new cases to this edition, which aim to give students a chance to resolve realistic business dilemmas. This new edition features four chapters on personal selling and places emphasis on relationship marketing, team development, diversity, and earlier coverage on strategic planning. There are now TQM sections and ethical challenges in each chapter as well as a chapter on ethics.

SALES MANAGEMENT FUNCTIONS AND STRATEGIES. Introduction to Selling and Sales Management. Strategic Planning and Budgeting. DEVELOPING THE SELLING FUNCTION. Personal Selling. Account Relationship Management. Territory Management. Sale Ethics. SALES GOALS AND STRUCTURE. Estimating Potentials and Forecasting Sales. Organization. BUILDING A SALES PROGRAM. Recruiting and Selecting Personnel. Sales Training. Territory Design. LEADING AND MOTIVATING THE SALES FORCE. Leadership. Motivating Salespeople. Compensating Salespeople. Evaluating Performance. Appendices. Indexes.

Erscheint lt. Verlag	24.11.1997
Überarbeitung	William L. Cron
Zusatzinfo	Illustrations (some col.), col. maps
Verlagsort	New York
Sprache	englisch
Maße	152 x 229 mm
Gewicht	1134 g
Einbandart	gebunden
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
ISBN-10	0-471-19197-3 / 0471191973
ISBN-13	978-0-471-19197-1 / 9780471191971
Zustand	Neuware