TY  - BOOK
AU  - Dalrymple,Douglas J.
AU  - Cron,William L.
AU  - DeCarlo,Thomas E.
TI  - Sales management.
SN  - 047123060X (alk. paper)
AV  - HF5438.4.D34(8e) 
U1  - 658.8/1 21
PY  - 2004///
CY  - Hoboken, NJ
PB  - Wiley
KW  - Sales management
KW  - Sales Management
KW  - Case studies
N1  - 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 --
UR  - http://www.loc.gov/catdir/description/wiley041/2004273175.html
UR  - http://www.loc.gov/catdir/toc/wiley041/2004273175.html
UR  - http://www.loc.gov/catdir/enhancements/fy0620/2004273175-b.html
ER  -