01740cam a2200361 a 4500 13578485 OSt 20211124120730.0 040430s2004 njuab b 001 0 eng 2004273175 047123060X (alk. paper) 0471451711 DLC LC DLC HF5438.4.D34(8e) 658.8/1 21 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 -- Sales management. Sales Management Case studies. Cron, William L., DeCarlo, Thomas E. Publisher description http://www.loc.gov/catdir/description/wiley041/2004273175.html Table of contents only http://www.loc.gov/catdir/toc/wiley041/2004273175.html Contributor biographical information http://www.loc.gov/catdir/enhancements/fy0620/2004273175-b.html 7 cbc origcop 3 ncip 20 y-gencatlg lcc BK 8094 15594 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2019-11-07 HF5438.4.D34(8e) K/1530/1530/19 2021-11-24 00:00:00 2021-11-24 BK