Sales Management

Concepts and Cases

Douglas J Dalrymple, William Cron, Thomas E. DeCarlo

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

Ajouter à une liste

Indisponible

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

Replier

Caractéristiques techniques

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