Dalrymple'S Sales Management, 9Th Ed

Dalyrymple s Sales Management is known for its friendly, real-world and practical approach to the concept of sales management. It introduces readers to the issues, strategies and relationships that relate to the job of managing a sales force and helping them sell. With this new edition, Cron and DeCarlo also present a running case study throughout each chapter on Moreguard Insurance. The case study is used to show how key concepts are applied in the real world. Exercises are included with the case study to help readers begin to think critically about how to utilize the information discussed.· Introduction to Selling and Sales Management· Strategy and Sales Program Planning· Sales Opportunity Management· Account Relationship Management· Customer Interaction Management· Sales Force Organization· Recruiting and Selecting Personnel· Sales Training· Leadership· Ethical Leadership· Motivating Salespeople· Compensating Salespeople· Evaluating Performance