Cron, William L. <br/><br/>
Dalrymple's sales management /  
William L. Cron and Thomas E. DeCarlo 
 - Ninth Edition 
 - Hoboken, NJ :  John Wiley & Sons,  c2006. 
 - xx, 543 pages :  illustrations ;  27 cm. 
<br/><br/>Includes index. 
<br/><br/>1. Introduction to Selling and Sales Management --<br/>2. Strategy and Sales Program Planning. --<br/>3. Sales Opportunity Management. --<br/>4. Account Relationship Management. --<br/>5. Customer Interaction Management. --<br/>6. Sales Force Organization. --<br/>7. Recruiting and Selecting Personnel. --<br/>8. Sales Training. --<br/>9. Leadership. --<br/>10. Ethical Leadership. --<br/>11.Motivating Salespeople. --<br/>12 Compensating Salespeople. --<br/>13 Evaluating Performance. 
<br/><br/><label>ISBN: </label>9789812532732 
<br/><br/><label>Subjects--Topical Terms: </label><br/>SALES MANAGEMENT<br/>CASE STUDIES
<br/><br/><label>LC Class. No.: </label>HF 5438.4 .D35 2006