Dalrymple, Douglas J. <br/><br/>
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. 
<br/><br/>Includes bibliographical references (p. 565-581) and indexes. 
<br/><br/>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 --  
<br/><br/><label>ISBN: </label>047123060X (alk. paper) 0471451711 
<br/><br/><label>LCCN: </label>2004273175 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Sales management.<br/>Sales Management--Case studies.
<br/><br/><label>LC Class. No.: </label>HF5438.4.D34(8e) 
<br/><br/><label>Dewey Class. No.: </label>658.8/1