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Dalrymple, Douglas J.

Sales management / Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo. - 8th ed. - xix, 601 pages : illustrations (some color), color maps ; 27 cm.

Includes bibliographical references (pages 565-581) and indexes.

1. Introduction to Selling and Sales Management. --2. Strategic and Sales Program Planning. --Sales Management Resource: Estimating Potential and Forecasting Sales. Management Resource: Sales Force Investment and Budgeting. --3. Sales Opportunity Management. --4. Account Relationship Management. --5. Customer Interaction Management. --6. Sales Force Organization. Management Resource: Territory Design. --7. Recruiting and Selecting Sales Personnel. --8. Sales Training. --9. Leadership --10. Ethical Leadership. --11. Motivating Salespeople. --12. Compensating Salespeople. --13. Evaluating Performance.

ISBN: 047123060X 9780471230601 0471451711 9780471451716

LCCN: 2004273175

Subjects--Topical Terms:
Sales management.
Sales Management--Case studies.

LC Class. No.: HF5438.4 / .D34 2004