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Sales management : concepts and cases

Author: Douglas J Dalrymple
Publisher: New York : Wiley, ©1985.
Edition/Format:   Print book : English : 2nd edView all editions and formats
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Genre/Form: Case studies
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Douglas J Dalrymple
ISBN: 0471878723 9780471878728
OCLC Number: 11045175
Description: xv, 635 pages : illustrations (some color) ; 25 cm
Contents: Introduction to Selling and Sales Management --
Strategy and Sales Program Planning --
Sales Management Resource: Estimating Potentials and Forecasting Sales --
Management Resource: Sales Force Investment and Budgeting --
Sales Opportunity Management --
Account Relationship Management --
Customer Interaction Management --
Sales Force Organization --
Management Resource: Territory Design --
Recruiting and Selecting Personnel --
Sales Training --
Leadership --
Ethical Leadership --
Motivating Salespeople --
Compensating Salespeople --
Evaluating Performance.
Responsibility: Douglas J. Dalrymple.

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