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Dalrymple's sales management / William L. Cron and Thomas E. DeCarlo

By: Cron, William L [author]Contributor(s): DeCarlo, Thomas E [co-author]Material type: Text

TextPublication details: Hoboken, NJ : John Wiley & Sons, c2006Edition: Ninth EditionDescription: xx, 543 pages : illustrations ; 27 cmISBN: 9789812532732Subject(s): SALES MANAGEMENT | CASE STUDIESLOC classification: HF 5438.4 .D35 2006

Contents:

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.

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Item type	Current library	Home library	Collection	Shelving location	Call number	Copy number	Status	Date due	Barcode
Books	LRC - Annex II	National University - Manila	Gen. Ed. - CBA	General Circulation	GC HF 5438.4 .D35 2006 (Browse shelf (Opens below))	c.1	Available		NULIB000009405

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Previous	GC HF 5415.1265 .R63 2013 c.2 Internet marketing/E-commerce /	GC HF 5429.215 .S63 2005 The Wal-Mart way : the inside story of the success of the world's largest company /	GC HF 5429.215 .S63 2005 c.2 The Wal-Mart way : the inside story of the success of the world's largest company /	GC HF 5438.4 .D35 2006 Dalrymple's sales management /	GC HF 5438.4 .J64 2013 c.1 Sales force management /	GC HF 5438.4 .J64 2013 c.2 Sales force management /	GC HF 5438.4 .J64 2013 c.3 Sales force management /	Next

Includes index.

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.

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