Free Shipping In the UK
Sales Management By Douglas J. Dalrymple

Sales Management
by Douglas J. Dalrymple

In Stock
£22.99
This text highlights recent developments, topical issues, and unique sales strategies. Dalrymple places special emphasis on managing strategic account relationships, team development, diversity in the work force, sales force automation, problem solving skills, and financial issues.
Only 1 left

Sales Management Summary


Sales Management: Concepts and Cases by Douglas J. Dalrymple

Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Why buy from World of Books

Our excellent value books literally don't cost the earth
Free delivery in the UK
Read more here
Every used book bought is one saved from landfill

Table of Contents


SALES MANAGEMENT FUNCTIONS AND STRENGTHS. Introduction to Selling and Sales Management. Strategic Planning and Budgeting. DEVELOPING THE SELLING FUNCTION. Personal Selling. Account Relationship Management. Territory Management. Sales Ethics. SALES GOALS AND STRUCTURE. Estimating Potentials and Forecasting Sales. Organization. Territory Design. BUILDING A SALES PROGRAM. Recruiting and Selecting Personnel. Sales Training. LEADING AND MOTIVATING THE SALES FORCE. Leadership. Motivating Salespeople. Compensating Salespeople. Evaluating Performance. Appendices. References. Credits. Key Term and Subject Index. Indexes.

Additional information

GOR002790050
Sales Management: Concepts and Cases by Douglas J. Dalrymple
Douglas J. Dalrymple
Used - Very Good
Hardback
John Wiley and Sons Ltd
2000-10-30
608
0471388807
9780471388807
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.