000			01887 am a2200373 i 4500
001			15154
005			20260109102810.0
008			040430s2004 njuab b 001 0 eng
010			_a2004273175
020			_a047123060X _q(alkaline paper)
020			_a9780471230601 _q(alkaline paper)
020			_a0471451711
020			_a9780471451716
040			_aDLC _beng _cDLC _dBAKER _dUKM _dNLGGC _dBTCTA _dYDXCP _dUQ1 _dOCLCG _dDEBBG _dOCLCQ _dDEBSZ _dCWI _dTULIB _dBAUN _erda
041	0		_aeng
049			_aBAUN_MERKEZ
050	0	4	_aHF5438.4 _b.D34 2004
100	1		_aDalrymple, Douglas J. _984560 _eaut
245	1	0	_aSales management / _cDouglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo.
250			_a8th ed.
264		1	_aHoboken, NJ : _bWiley, _c[2004]
264		4	_c©2004
300			_axix, 601 pages : _billustrations (some color), color maps ; _c27 cm.
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references (pages 565-581) and indexes.
505	0	0	_t1. Introduction to Selling and Sales Management. _t--2. Strategic and Sales Program Planning. _t--Sales Management Resource: Estimating Potential and Forecasting Sales. Management Resource: Sales Force Investment and Budgeting. _t--3. Sales Opportunity Management. _t--4. Account Relationship Management. _t--5. Customer Interaction Management. _t--6. Sales Force Organization. Management Resource: Territory Design. _t--7. Recruiting and Selecting Sales Personnel. _t--8. Sales Training. _t--9. Leadership _t--10. Ethical Leadership. _t--11. Motivating Salespeople. _t--12. Compensating Salespeople. _t--13. Evaluating Performance.
650		0	_aSales management. _94578
650		0	_aSales Management _vCase studies.
700	1		_aCron, William L., _d1949- _eaut
700	1		_aDeCarlo, Thomas E. _eaut
942			_2lcc _cKT
999			_c12920 _d12920