Sales management. /
Dalrymple, Douglas J.
Sales management. / Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo. - 8th ed. - Hoboken, NJ: Wiley, 2004. - xix, 601 p. : ill. (some col.), col. maps ; 27 cm.
Includes bibliographical references (p. 565-581) and indexes.
Contents: Introduction to selling and sales management -- Strategy and sales program planning -- Sales opportunity management -- Account relationship management -- Customer interaction management -- Sales force organization -- Recruiting and selecting personnel -- Sales training -- Leadership -- Ethical leadership -- Motivating salespeople -- Compensating salespeople -- Evaluating performance --
047123060X (alk. paper) 0471451711
2004273175
Sales management.
Sales Management--Case studies.
HF5438.4.D34(8e)
658.8/1
Sales management. / Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo. - 8th ed. - Hoboken, NJ: Wiley, 2004. - xix, 601 p. : ill. (some col.), col. maps ; 27 cm.
Includes bibliographical references (p. 565-581) and indexes.
Contents: Introduction to selling and sales management -- Strategy and sales program planning -- Sales opportunity management -- Account relationship management -- Customer interaction management -- Sales force organization -- Recruiting and selecting personnel -- Sales training -- Leadership -- Ethical leadership -- Motivating salespeople -- Compensating salespeople -- Evaluating performance --
047123060X (alk. paper) 0471451711
2004273175
Sales management.
Sales Management--Case studies.
HF5438.4.D34(8e)
658.8/1