TY  - BOOK
AU  - Dalrymple,Douglas J.
AU  - Cron,William L.
AU  - DeCarlo,Thomas E.
TI  - Sales management
SN  - 047123060X
AV  - HF5438.4 .D34 2004
PY  - 2004///]
CY  - Hoboken, NJ
PB  - Wiley
KW  - Sales management
KW  - Sales Management
KW  - Case studies
N1  - 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
ER  -