Sales Management : Concepts and Cases, 7th Edition

by Douglas J. Dalrymple (Indiana Univ.); William L. Cron (Southern Methodist Univ.); Thomas E. DeCarlo (Iowa State Univ. )

• ISBN13: 9780471388807
• ISBN10: 0471388807
• Edition: 7th
• Format: Hardcover
• Copyright: 2001-01-01
• Publisher: Wiley

Summary

Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Table of Contents

PART I SALES MANAGEMENT FUNCTIONS AND STRENGTHS
Introduction to Selling and Sales Management	1	(40)
Strategic Planning and Budgeting	41	(43)
PART II DEVELOPING THE SELLING FUNCTION
Personal Selling	84	(40)
Account Relationship Management	124	(37)
Territory Management	161	(37)
Sales Ethics	198	(30)
PART III SALES GOALS AND STRUCTURE
Estimating Potentials and Forecasting Sales	228	(20)
Organization	248	(50)
Territory Design	298	(23)
PART IV BUILDING A SALES PROGRAM
Recruiting and Selecting Personnel	321	(40)
Sales Training	361	(36)
PART V LEADING AND MOTIVATING THE SALES FORCE
Leadership	397	(34)
Motivating Salespeople	431	(43)
Compensating Salespeople	474	(33)
Evaluating Performance	507	(31)
Appendix A: In-Class Exercises	538	(1)
Appendix B: Getting a Job in Sales	538	(9)
References	547	(16)
Credits	563	(4)
Key Term & Subject Index	567	(6)
Author Index	573	(6)
Company Index	579	(6)
Case Index	585