William L. (Texas Christian University) Cron,
William L. Cron,
Thomas E. (University of Alabama - Birmingham) DeCarlo,
Thomas E. DeCarlo
e.a.
Dalrymple′s Sales Management
Concepts and Cases
Gebonden Engels 2015 9780470169650Verwachte levertijd ongeveer 9 werkdagen
Samenvatting
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.
Specificaties
ISBN13:9780470169650
Taal:Engels
Bindwijze:gebonden
Aantal pagina's:528
Uitgever:John Wiley & Sons
Hoofdrubriek:Marketing, Algemeen management
Lezersrecensies
Wees de eerste die een lezersrecensie schrijft!
Inhoudsopgave
1. Introduction to Selling and Sales Management.
<p> 2. Strategy and Sales Program Planning.</p>
<p> 3. Sales Opportunity Management.</p>
<p> 4. Account Relationship Management.</p>
<p> 5. Customer Interaction Management.</p>
<p> 6. Sales Force Organization.</p>
<p> 7. Recruiting and Selecting Personnel.</p>
<p> 8. Sales Training.</p>
<p> 9. Leadership.</p>
<p> 10. Ethical Leadership.</p>
<p> 11. Motivating Salespeople.</p>
<p> 12. Compensating Salespeople.</p>
<p> 13. Evaluating Performance.</p>
<p> 2. Strategy and Sales Program Planning.</p>
<p> 3. Sales Opportunity Management.</p>
<p> 4. Account Relationship Management.</p>
<p> 5. Customer Interaction Management.</p>
<p> 6. Sales Force Organization.</p>
<p> 7. Recruiting and Selecting Personnel.</p>
<p> 8. Sales Training.</p>
<p> 9. Leadership.</p>
<p> 10. Ethical Leadership.</p>
<p> 11. Motivating Salespeople.</p>
<p> 12. Compensating Salespeople.</p>
<p> 13. Evaluating Performance.</p>
Rubrieken
- advisering
- algemeen management
- coaching en trainen
- communicatie en media
- economie
- financieel management
- inkoop en logistiek
- internet en social media
- it-management / ict
- juridisch
- leiderschap
- marketing
- mens en maatschappij
- non-profit
- ondernemen
- organisatiekunde
- personal finance
- personeelsmanagement
- persoonlijke effectiviteit
- projectmanagement
- psychologie
- reclame en verkoop
- strategisch management
- verandermanagement
- werk en loopbaan
