Sales Management : Concepts and Cases （7TH）

Dalrymple, Douglas J./ Cron, William L./ Decarlo, Thomas E.

John Wiley & Sons Inc（2002/08発売）

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製本 Hardcover:ハードカバー版
言語 ENG
商品コード 9780471427339

Full Description

Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

SALES MANAGEMENT FUNCTIONS AND STRENGTHS. Introduction to Selling and Sales Management. Strategic Planning and Budgeting. DEVELOPING THE SELLING FUNCTION. Personal Selling. Account Relationship Management. Territory Management. Sales Ethics. SALES GOALS AND STRUCTURE. Estimating Potentials and Forecasting Sales. Organization. Territory Design. BUILDING A SALES PROGRAM. Recruiting and Selecting Personnel. Sales Training. LEADING AND MOTIVATING THE SALES FORCE. Leadership. Motivating Salespeople. Compensating Salespeople. Evaluating Performance. Appendices. References. Credits. Key Term and Subject Index. Indexes.