Sales Management Concepts And Cases 10th Ed

Author : William L. Cron,Thomas E. Decarlo
Publisher : Unknown
Page : 468 pages
File Size : 54,5 Mb
Release : 2010-06-01
Category : Management
ISBN : 8126526386

Get Book

SALES MANAGEMENT: CONCEPTS AND CASES, 10TH ED by William L. Cron,Thomas E. Decarlo Pdf

Market_Desc: Sales Managers Special Features: · Offers streamlined coverage for easier readability and retention· Includes numerous new and updated cases· Updates the majority of case studies at the beginning of each chapter· Presents new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities· Incorporates the latest findings in sales force management research About The Book: Dalrymple's Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they'll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material empowers sales managers to build a sales force, manage strategic relationships, and motivate the sales team.

Author : William L. Cron,Thomas E. DeCarlo
Publisher : Wiley Global Education
Page : 528 pages
File Size : 51,9 Mb
Release : 2015-02-12
Category : Business & Economics
ISBN : 9781119110873

Get Book

Dalrymple's Sales Management by William L. Cron,Thomas E. DeCarlo Pdf

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.

Author : Douglas J. Dalrymple,William L. Cron
Publisher : Unknown
Page : 842 pages
File Size : 51,9 Mb
Release : 1995
Category : Business & Economics
ISBN : UOM:39076001855407

Get Book

Sales Management by Douglas J. Dalrymple,William L. Cron Pdf

Uses a comprehensive, up-to-date and practical approach to sales management. Each chapter begins with a narrative about an individual firm. Boxes highlight recent developments, topical issues and unique sales strategies. Special attention is paid to current topics on managing strategic account relationships, team development, work force diversity, Total Quality Management and ethical issues. This edition features 21 new cases, increasing the total number of cases to 49. Cases appear at the end of each chapter. Thoroughly updated tables, figures and references.

Author : Dalrymple
Publisher : Unknown
Page : 128 pages
File Size : 41,8 Mb
Release : 1995-03-01
Category : Electronic
ISBN : 0471107336

Get Book

Sales Management by Dalrymple Pdf

Author : Douglas J. Dalrymple,William L. Cron
Publisher : Wiley
Page : 128 pages
File Size : 53,6 Mb
Release : 1995-04-01
Category : Electronic
ISBN : 0471114774

Get Book

Sales Management by Douglas J. Dalrymple,William L. Cron Pdf

Author : David Jobber,Geoffrey Lancaster
Publisher : Pearson Higher Ed
Page : 545 pages
File Size : 55,8 Mb
Release : 2015-03-31
Category : Business & Economics
ISBN : 9781292078038

Get Book

Selling and Sales Management 10th edn PDF eBook by David Jobber,Geoffrey Lancaster Pdf

Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area. This edition comes updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.

Author : Douglas J. Dalrymple
Publisher : Unknown
Page : 710 pages
File Size : 53,9 Mb
Release : 1988-03-07
Category : Business & Economics
ISBN : IND:30000007495132

Get Book

Sales Management by Douglas J. Dalrymple Pdf

This introduction to the role and responsibilities of the sales manager includes 45 case studies. Intended for Junior/Senior level and MBA courses, the book focuses on the activities of first-line field sales managers. Provides the instructor and student with a combination of pedagogical/learning devices, including text, case studies, problems, experiential exercises, and sales management simulation. The new model on the sales management process in this edition helps students integrate material. Chapters on personal selling, ethics, and industrial selling are included. Text includes: key words, glossary, learning objectives, flow charts, illustrations, chapter summaries, and review sections.

Author : Eugene M. Johnson,David L. Kurtz,Eberhard Eugen Scheuing
Publisher : McGraw-Hill Book Company Limited
Page : 564 pages
File Size : 55,6 Mb
Release : 1994
Category : Business & Economics
ISBN : 0071134026

Get Book

Sales Management by Eugene M. Johnson,David L. Kurtz,Eberhard Eugen Scheuing Pdf

Thoroughly updated and completely rewritten, this second edition aims to capture the vitality of sales management in an environment that is constantly changing. Noted for its realism in presenting the sales management function, the text incorporates examples of current practismes and includes realistic case studies, carefully developed to provide a variety of learning opportunities. The second edition has increased emphasis on professional selling, ethics, international issues, automation and sales technology, changes in personal selling, and gender and racial diversity of the sales force.

Author : Douglas J. Dalrymple,William L. Cron
Publisher : John Wiley & Sons
Page : 68 pages
File Size : 47,7 Mb
Release : 1994-09-01
Category : Electronic
ISBN : 0471114952

Get Book

Sales Management by Douglas J. Dalrymple,William L. Cron Pdf

Uses a comprehensive, up-to-date and practical approach to sales management. Each chapter begins with a narrative about an individual firm. Boxes highlight recent developments, topical issues and unique sales strategies. Special attention is paid to current topics on managing strategic account relationships, team development, work force diversity, Total Quality Management and ethical issues. This edition features 21 new cases, increasing the total number of cases to 49. Cases appear at the end of each chapter. Thoroughly updated tables, figures and references.

Author : Douglas J. Dalrymple,William L. Cron,Thomas E. Decarlo
Publisher : John Wiley & Sons Incorporated
Page : 768 pages
File Size : 49,6 Mb
Release : 2004-05-17
Category : Business & Economics
ISBN : 0471697699

Get Book

Sales Management by Douglas J. Dalrymple,William L. Cron,Thomas E. Decarlo Pdf

Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Author : Bloomsbury Publishing
Publisher : A&C Black
Page : 600 pages
File Size : 54,9 Mb
Release : 2013-06-30
Category : Business & Economics
ISBN : 9781408178850

Get Book

Good Small Business Guide 2013, 7th Edition by Bloomsbury Publishing Pdf

Fully updated for this 7th annual edition, the Good Small Business Guide 2013 is packed with essential advice for small business owners or budding entrepreneurs. Offering help on all aspects of starting, running and growing a small business, including: planning, setting up or acquiring a business, getting to grips with figures, marketing, selling online, and managing yourself and others. Containing over 140 easy-to-read articles and an extensive information directory this fully updated guide offers help on all aspects of starting and growing a small business. Features a foreword from the National Chairman of the Federation of Small Businesses.

Author : Bloomsbury Publishing Plc
Publisher : A&C Black
Page : 600 pages
File Size : 55,6 Mb
Release : 2013-01-01
Category : Business & Economics
ISBN : 9781408159590

Get Book

Good Small Business Guide 2013 by Bloomsbury Publishing Plc Pdf

Fully updated the Good Small Business Guide 2013 is packed with essential advice for small business owners or budding entrepreneurs. Containing 140 easy to read articles, and an extensive information directory, this comprehensive guide offers help on all aspects of starting and growing a small business.

Author : Bloomsbury Publishing
Publisher : A&C Black
Page : 6928 pages
File Size : 45,5 Mb
Release : 2013-09-26
Category : Business & Economics
ISBN : 9781849300643

Get Book

QFINANCE: The Ultimate Resource, 4th edition by Bloomsbury Publishing Pdf

QFINANCE: The Ultimate Resource (4th edition) offers both practical and thought-provoking articles for the finance practitioner, written by leading experts from the markets and academia. The coverage is expansive and in-depth, with key themes which include balance sheets and cash flow, regulation, investment, governance, reputation management, and Islamic finance encompassed in over 250 best practice and thought leadership articles. This edition will also comprise key perspectives on environmental, social, and governance (ESG) factors -- essential for understanding the long-term sustainability of a company, whether you are an investor or a corporate strategist. Also included: Checklists: more than 250 practical guides and solutions to daily financial challenges; Finance Information Sources: 200+ pages spanning 65 finance areas; International Financial Information: up-to-date country and industry data; Management Library: over 130 summaries of the most popular finance titles; Finance Thinkers: 50 biographies covering their work and life; Quotations and Dictionary.

Author : Joseph F. Hair, Jr.,Rolph Anderson,Rajiv Mehta,Barry Babin
Publisher : John Wiley & Sons
Page : 544 pages
File Size : 54,9 Mb
Release : 2020-09-16
Category : Business & Economics
ISBN : 9781119702832

Get Book

Sales Force Management by Joseph F. Hair, Jr.,Rolph Anderson,Rajiv Mehta,Barry Babin Pdf

The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.

Author : David Jobber
Publisher : Pearson Education India
Page : 552 pages
File Size : 41,5 Mb
Release : 2008-09
Category : Sales management
ISBN : 8131725863

Get Book

Selling and Sales Management by David Jobber Pdf