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Sales management. / Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo.

By: Contributor(s): Material type: TextPublication details: Hoboken, NJ: Wiley, 2004.Edition: 8th edDescription: xix, 601 p. : ill. (some col.), col. maps ; 27 cmISBN:
  • 047123060X (alk. paper)
  • 0471451711
Subject(s): DDC classification:
  • 658.8/1 21
LOC classification:
  • HF5438.4.D34(8e)
Online resources:
Contents:
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 --
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Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY HF5438.4.D34(8e) (Browse shelf(Opens below)) Available K/1530/1530/19

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 --

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