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Dalrymple's sales management / William L. Cron and Thomas E. DeCarlo

By: Contributor(s): Material type: TextTextPublication details: Hoboken, New Jersey : John Wiley & Son, Inc., c2006Edition: Ninth EditionDescription: xx, 543 pages : illustrations ; 27 cmISBN:
  • 9789812532732
Subject(s): LOC classification:
  • HF 5438.4 .D35 2006
Contents:
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.
Item type: Books
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Holdings
Item type Current library Home library Collection Call number Copy number Status Date due Barcode
Books Books National University - Manila LRC - Annex II General Circulation Gen. Ed. - CBA GC HF 5438.4 .D35 2006 (Browse shelf(Opens below)) c.1 Available NULIB000009405

Includes index.

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.

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