Dalrymple's Sales Management: Concepts and Cases / Edition 10

by William L. Cron, Thomas E. DeCarlo

Overview

Easily accessible, real-world and practical, Dalrymple's Sales Management 10e by Cron and DeCarlo introduces the reader to the issues, strategies and relationships that relate to the job of managing an effective sales force. With a lively and engaging style, this book places emphasis on developing a sales force program and managing strategic account relationships. With additional information on team development, diversity in the work force, problem-solving skills, and financial issues, this title provides a complete guide for taking student past the classroom and into a future career in sales management.

Product Details

ISBN-13:	9780470169650
Publisher:	Wiley
Publication date:	12/31/2008
Edition description:	10th ed.
Pages:	528
Product dimensions:	8.30(w) x 10.10(h) x 1.00(d)

About the Author

William L. Cron  received his BSBA from Xavier University and his MBA & DBA from Indiana University.  He's a Professor of Marketing at the M.J. Neeley School of Business at Texas Christian University. His areas of expertise and research are Sales Management Issues, Marketing Strategy—Planning for Growth & Profits, and Wholesaling Management Issues. He's received the following awards: Graduate Teaching Award – Electives, M. J. Neeley School of Business, 2003, Carl Sewell Distinguished Service to the Community Award, Edwin L. Cox School of Business, 1999., Excellence in Manuscript Reviewing Award, the Journal of Personal Selling and Sales Management, 1994., Nominated for Jagdesh N. Sheth Award for Best Articles, Journal of the Academy of Marketing Science, 1993. Bill has also done consulting with companies such as American Association for HomeCare, Baylor Health System, Bristol- Myers Squibb, and GTE.

Table of 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.