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Sales Management: Concepts and Cases, by Douglas J. Dalrymple, William L. Cron
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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.
- Sales Rank: #3452407 in Books
- Published on: 1995-01-02
- Original language: English
- Number of items: 1
- Dimensions: 9.53" h x 1.34" w x 7.76" l,
- Binding: Hardcover
- 832 pages
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).�
Most helpful customer reviews
0 of 0 people found the following review helpful.
Five Stars
By Leapoffaith777
Great product!
2 of 2 people found the following review helpful.
For academic use only
By Aggelos Vlassopoulos
This book provides a wide view of sales management through the eyes of an academic. Very good for students and anyone who wants to know all about sales.
However, this book is nothing more than all-the-theory-in-one-book for a professional.
So:
Good for students
Good for the library
Not really aiming at professionals
2 of 2 people found the following review helpful.
Very clear and well written book
By Eric Aros
I'm a college student and this was the assigned text to read for my Sales Management class. This book was very easy to understand. The concepts were explained, so that even someone, such as myself who has zero experience in sales could understand what the authors meant. Most textbooks contain useless information, but this one had information that I could use in my life once I graduate from college (example: how to be a team builder and ways to approach being in sales).
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