TY  - BOOK
AU  - Cron, William L.
AU  - DeCarlo, Thomas E.
TI  - Dalrymple's sales management / 
SN  - 9789812532732
AV  - HF 5438.4 .D35 2006 
PY  - 2006///
CY  - Hoboken, NJ
PB  - John Wiley & Sons
KW  - SALES MANAGEMENT
KW  - CASE STUDIES
N1  - 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
ER  -