Sales Management Douglas J. Dalrymple

Name: Sales Management By Douglas J. Dalrymple
SKU: 9780471388807
Price: 22.35 USD
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Sales Management by Douglas J. Dalrymple

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Summary

This text highlights recent developments, topical issues, and unique sales strategies. Dalrymple places special emphasis on managing strategic account relationships, team development, diversity in the work force, sales force automation, problem solving skills, and financial issues.

Sales Management Summary

Sales Management: Concepts and Cases by Douglas J. Dalrymple

Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that 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 FUNCTIONS AND STRENGTHS. Introduction to Selling and Sales Management. Strategic Planning and Budgeting. DEVELOPING THE SELLING FUNCTION. Personal Selling. Account Relationship Management. Territory Management. Sales Ethics. SALES GOALS AND STRUCTURE. Estimating Potentials and Forecasting Sales. Organization. Territory Design. BUILDING A SALES PROGRAM. Recruiting and Selecting Personnel. Sales Training. LEADING AND MOTIVATING THE SALES FORCE. Leadership. Motivating Salespeople. Compensating Salespeople. Evaluating Performance. Appendices. References. Credits. Key Term and Subject Index. Indexes.

Additional information

Sku

GOR012849706

ISBN 13

9780471388807

ISBN 10

0471388807

Title

Sales Management: Concepts and Cases by Douglas J. Dalrymple

Author

Douglas J. Dalrymple

Condition

Used - Good

Binding type

Hardback

Publisher

John Wiley and Sons Ltd

Year published

20001019

Number of pages

608

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 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

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