Sales Management: Concepts and Cases - Couverture rigide

Dalrymple, Douglas J.; Cron, L.

Couverture rigide

ISBN 10 : 0471191973 ISBN 13 : 9780471191971

Editeur : John Wiley and Sons (WIE), 1997

Synopsis

This text on sales management is supported by examples, including 19 new cases to this edition, which aim to give students a chance to resolve realistic business dilemmas. This new edition features four chapters on personal selling and places emphasis on relationship marketing, team development, diversity, and earlier coverage on strategic planning. There are now TQM sections and ethical challenges in each chapter as well as a chapter on ethics.

A propos du livre

Quatrième de couverture

THE NEXT BEST THING TO ON–THE–JOB SALES MANAGEMENT EXPERIENCE

User–friendly and highly practical, Dalrymple, Cron, and DeCarlo s Eighth Edition of their classic text will show you how to get out there, manage a sales force, and help them sell. You ll learn how to develop a sales force, manage strategic account relationships, and motivate your sales force. You ll also explore key issues and recent trends, such as team development, diversity in the work force, sales force automation, CRM, inside selling, and global selling.

LEARN HOW TO THINK STRATEGICALLY.
The text presents coverage of the role of strategic thinking and hoe the sales force helps in creating customer value and competitive advantage. The new edition incorporates the resource–based view of developing competitive advantage.

ENHANCE YOUR DATA ANALYSIS SKILLSWITH EXCEL
A functional understanding of Excel will equip you with a competitive advantage on the job, and that s why this text offers a wealth of Excel–based problems.

APPLY WHAT YOU VE LEARNED TO REAL–WORLD SALES MANAGEMENT DILEMMAS.
After each detailed end–of–chapter case, you ll have the opportunity to apply what you ve learned by resolving a realistic business dilemma.

DEVELOP THE CORE COMPETENCIES THAT EVERY SALES MANAGER NEEDS
The text focuses on sales management competencies those core skills you need to be an outstanding sales manager in any setting. These competencies include: strategic action, global perspective, technology, self–management, coaching, and team building.

MANAGE YOUR OWN VIRTUAL SALES FORCE
Sales Management Simulation Software (sold separately) challenges you to manage your own sales department and make decisions on hiring, firing, training, sales contests, pricing, and assigning sales people to territories.

Présentation de l'éditeur

Through five editions, this book has provided readers with a comprehensive, practical approach to sales management. Now the sixth edition continues that tradition with four new chapters on the sales function and coverage of the latest trends such as relationship marketing, team development and TQM.

Détails de l'édition

• Éditeur: John Wiley and Sons (WIE)
• Date d'édition: 1997
• ISBN 10: 0471191973
• ISBN 13: 9780471191971
• Reliure: Relié
• Langue: anglais
• Numéro d'édition: 6
• Nombre de pages: 640