Sales Management: Concepts and Cases

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

ISBN 10: 047123060X / ISBN 13: 9780471230601

Editore: John Wiley & Sons, Inc., Hoboken, NJ, 2003

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Minor highlighting in text, Binding very good. Nice looking book. More on D skid! Multiple copies available this title. Quantity Available: 8. ISBN: 047123060X. ISBN/EAN: 9780471230601. Pictures of this item not already displayed here available upon request. Inventory No: 1560805455.

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Dati bibliografici

• Titolo: Sales Management: Concepts and Cases
• Editore: John Wiley & Sons, Inc., Hoboken, NJ
• Data di pubblicazione: 2003
• Lingua: Inglese
• ISBN 10: 047123060X
• ISBN 13: 9780471230601
• Rilegatura: Hardcover
• Condizione: Very Good

Descrizione articolo

Riassunto

Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Dalla quarta di copertina

THE NEXT BEST THING TO ON–THE–JOB SALES MANAGEMENT EXPERIENCE

User–friendly and highly practical, Dalrymple, Cron, and DeCarlo s Eighth Edition of their classic text will show you how to get out there, manage a sales force, and help them sell. You ll learn how to develop a sales force, manage strategic account relationships, and motivate your sales force. You ll also explore key issues and recent trends, such as team development, diversity in the work force, sales force automation, CRM, inside selling, and global selling.

LEARN HOW TO THINK STRATEGICALLY.
The text presents coverage of the role of strategic thinking and hoe the sales force helps in creating customer value and competitive advantage. The new edition incorporates the resource–based view of developing competitive advantage.

ENHANCE YOUR DATA ANALYSIS SKILLSWITH EXCEL
A functional understanding of Excel will equip you with a competitive advantage on the job, and that s why this text offers a wealth of Excel–based problems.

APPLY WHAT YOU VE LEARNED TO REAL–WORLD SALES MANAGEMENT DILEMMAS.
After each detailed end–of–chapter case, you ll have the opportunity to apply what you ve learned by resolving a realistic business dilemma.

DEVELOP THE CORE COMPETENCIES THAT EVERY SALES MANAGER NEEDS
The text focuses on sales management competencies those core skills you need to be an outstanding sales manager in any setting. These competencies include: strategic action, global perspective, technology, self–management, coaching, and team building.

MANAGE YOUR OWN VIRTUAL SALES FORCE
Sales Management Simulation Software (sold separately) challenges you to manage your own sales department and make decisions on hiring, firing, training, sales contests, pricing, and assigning sales people to territories.