Sales Management: Concepts and Cases - Hardcover

Dalrymple, Douglas J.; Cron, William L.

Hardcover

ISBN 10: 0471191973 ISBN 13: 9780471191971

Publisher: Wiley, 1997

Synopsis

Through five editions, this book has provided readers with a comprehensive, practical approach to sales management. Now the sixth edition continues that tradition with four new chapters on the sales function and coverage of the latest trends such as relationship marketing, team development and TQM.

About this title

From the Back Cover:

THE NEXT BEST THING TO ON-THE-JOB EXPERIENCE!

SALES MANAGEMENT, 7/E simulates the role of the sales manager through interactive sales simulation software, many reak0world cases and examples, realistic role plays, and in-class exercises.

• SALES MANAGEMENT SIMULATION SOFTWARE (sold seperately, ISBN: 0-471-39756-3).  Now in an improved Windows-compartible version, this powerful simulation program challenges you to manage your own sales department anf make decisions on hiring, firing, training, sales contests, pricing, and asigning sales people to territories.
• COMPETENCY-BASED INSTRUCTION. The authors have revised their new edition to focus on sales management competencies—those core skills you need to be an outstanding sales manager in any setting. These competencies include: strategic action, global perspective, technology, self-management, coaching, and team building. A new section at the end of each chapter, "Building Your Competencies," addresses these core skills.
• EXCEL-BASED PROBLEMS. A functional understanding of Excel will equip you with a competitive advantage on the job, and that's why SALES MANAGEMENT offers a wealth of Excel-based problems. The Seventh Edition features many new Excel-based problems in chapters where numerical manipulation is most relevant. All data associated with these cases are available on the text's Web site (www.wiley.com/college/dalrymple). 

About this edition

• Publisher: Wiley
• Publication date: 1997
• ISBN 10: 0471191973
• ISBN 13: 9780471191971
• Binding: Hardcover
• Edition number: 6
• Number of pages: 640