Sales Management Douglas J. Dalrymple

Name: Sales Management By Douglas J. Dalrymple
SKU: 9780471230601
Price: 36.99 AUD
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Sales Management by Douglas J. Dalrymple

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Summary

This title provides readers with a comprehensive, practical approach to sales management. It places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Sales Management Summary

Sales Management: Concepts and Cases by Douglas J. Dalrymple

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.

1. Introduction to Selling and Sales Management; 2. Strategic and Sales Program Planning; Sales Management Resource: Estimating Potential and Forecasting Sales; Management Resource: Sales Force Investment and Budgeting; 3. Sales Opportunity Management; 4. Account Relationship Management; 5. Customer Interaction Management; 6. Sales Force Organization; Management Resource: Territory Design; 7. Recruiting and Selecting Sales Personnel; 8. Sales Training; 9. Leadership; 10. Ethical Leadership; 11. Motivating Salespeople; 12. Compensating Salespeople; 13. Evaluating Performance; References; Credits; Key Term and Subject Index; Author Index; Company Index; Case Index.

Additional information

Sku

GOR006948128

ISBN 13

9780471230601

ISBN 10

047123060X

Title

Sales Management: Concepts and Cases by Douglas J. Dalrymple

Author

Douglas J. Dalrymple

Condition

Used - Very Good

Binding type

Hardback

Publisher

John Wiley and Sons Ltd

Year published

20031205

Number of pages

624

Prizes

N/A

Cover note

Book picture is for illustrative purposes only, actual binding, cover or edition may vary.

Note

This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

Sales Management Douglas J. Dalrymple

Sales Management by Douglas J. Dalrymple

Summary

Sales Management Summary

Sales Management: Concepts and Cases by Douglas J. Dalrymple

Table of Contents

Additional information

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