Sales management: concepts and cases

By: Cron, William L Contributor(s): Decarlo, Thomas E Material type: Text

TextPublication details: New Delhi Wiley India Pvt. Ltd. 2015 Edition: 10thDescription: xix, 345 pISBN: 9788126526383DDC classification: 658.81 Summary: Dalrymple's Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they'll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material empowers sales managers to build a sales force, manage strategic relationships, and motivate the sales team.

List(s) this item appears in: Marketing | HR & OB

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Marketing	658.81 CRO (Browse shelf(Opens below))	1	Available		002185

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Previous	658.804 SEE B2B marketing:	658.804 VAJ Account-based marketing for dummies	658.81 CES Sales management that works: how to sell in a World that never stops changing	658.81 CRO Sales management: concepts and cases	658.81 HAV Sales and distribution management: text and cases	658.81 HOL The ultimate sales machine: turbocharge your business with relentless focus on 12 key strategies	658.81 ING Sales management: analysis and decision making	Next

Table of content

1. Introduction to Selling and Sales Management.

2. Strategy and Sales Program Planning.

3. Sales Opportunity Management.

4. Account Relationship Management.

5. Customer Interaction Management.

6. Sales Force Organization.

7. Recruiting and Selecting Personnel.

8. Sales Training.

9. Leadership.

10. Ethical Leadership.

11. Motivating Salespeople.

12. Compensating Salespeople.

13. Evaluating Performance.

Dalrymple's Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they'll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material empowers sales managers to build a sales force, manage strategic relationships, and motivate the sales team.

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