Dalrymple's sales management - Cron, William L.; DeCarlo, Thomas E. (Hoboken, New Jersey : John Wiley & Son, Inc., 2006)
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.
Includes index.
Keywords: SALES MANAGEMENT