 Dalrymple's Sales Management: Concepts and Cases, 9th Edition
ISBN: 978-0-471-74319-4
Hardcover
624 pages
November 2005
US $152.95
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2. Strategy and Sales Program Planning.
Sales Management Resource: Estimating Potentials and Forecasting Sales.
Sales Management Resource: Sales Force Investment and Budgeting.
3. Sales
4. Account Relationship Management.
5. Customer Interaction Management.
6. Sales Force Organization.
Management Resource: Territory Design.
7. Recruiting and Selecting Personnel.
8. Sales Training.
9. Leadership.
10. Ethical Leadership.
11.Motivating Salespeople.
12 Compensating Salespeople.
13 Evaluating Performance.
References.
Case Analysis.
Credits.
Key Term and Subject Index.
Author Index.
Company Index.
Case Index.
