Cron, William L. <br/><br/>
Dalrymple's sales management / 
William L. Cron and Thomas E. DeCarlo 
 - Ninth Edition 
 - Hoboken, New Jersey :  John Wiley & Son, Inc.,  c2006 
 - xx, 543 pages :  illustrations ;  27 cm. 
<br/><br/>Includes index. 
<br/><br/>1. Introduction to Selling and Sales Management -- 2. Strategy and Sales Program Planning. -- 3. Sales Opportunity Management. -- 4. Account Relationship Management. -- 5. Customer Interaction Management. -- 6. Sales Force Organization. -- 7. Recruiting and Selecting Personnel. -- 8. Sales Training. -- 9. Leadership. -- 10. Ethical Leadership. -- 11.Motivating Salespeople. -- 12 Compensating Salespeople. -- 13 Evaluating Performance. 
<br/><br/><label>ISBN: </label>9789812532732 
<br/><br/><label>Subjects--Topical Terms: </label><br/>SALES MANAGEMENT
<br/><br/><label>LC Class. No.: </label>HF 5438.4 .D35 2006