{"product_id":"dalrymples-sales-management-concepts-and-cases-hardback-9780470169650","title":"Dalrymple's Sales Management; Concepts and Cases (Hardback) 9780470169650","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eDalrymple's Sales Management\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003eConcepts and Cases\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eWilliam L. Cron (Author), Thomas E. DeCarlo (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780470169650, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 17 July 2015\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e528 pages\u003cbr\u003e25.6 x 20.8 x 2.5 cm, 1.066 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eEasily accessible, real-world and practical, \u003ci\u003eDalrymple's Sales Management 10e\u003c\/i\u003e 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.\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e1. Introduction to Selling and Sales Management.  \u003cp\u003e 2. Strategy and Sales Program Planning.\u003c\/p\u003e  \u003cp\u003e 3. Sales Opportunity Management.\u003c\/p\u003e  \u003cp\u003e 4. Account Relationship Management.\u003c\/p\u003e  \u003cp\u003e 5. Customer Interaction Management.\u003c\/p\u003e  \u003cp\u003e 6. Sales Force Organization.\u003c\/p\u003e  \u003cp\u003e 7. Recruiting and Selecting Personnel.\u003c\/p\u003e  \u003cp\u003e 8. Sales Training.\u003c\/p\u003e  \u003cp\u003e 9. Leadership.\u003c\/p\u003e  \u003cp\u003e 10. Ethical Leadership.\u003c\/p\u003e  \u003cp\u003e 11. Motivating Salespeople.\u003c\/p\u003e  \u003cp\u003e 12. Compensating Salespeople.\u003c\/p\u003e  \u003cp\u003e 13. Evaluating Performance.\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52257148109080,"sku":"9780470169650","price":151.45,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780470169650.jpg?v=1781277643","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/dalrymples-sales-management-concepts-and-cases-hardback-9780470169650","provider":"Freshly Printed Books","version":"1.0","type":"link"}