| 000 | 01116nam a2200229Ia 4500 | ||
|---|---|---|---|
| 003 | NULRC | ||
| 005 | 20250520100707.0 | ||
| 008 | 250520s9999 xx 000 0 und d | ||
| 020 | _a9789812532732 | ||
| 040 | _cNULRC | ||
| 050 | _aHF 5438.4 .D35 2006 | ||
| 100 |
_aCron, William L. _eauthor |
||
| 245 | 0 |
_aDalrymple's sales management / _cWilliam L. Cron and Thomas E. DeCarlo |
|
| 250 | _aNinth Edition | ||
| 260 |
_aHoboken, New Jersey : _bJohn Wiley & Son, Inc., _cc2006 |
||
| 300 |
_axx, 543 pages : _billustrations ; _c27 cm. |
||
| 504 | _aIncludes index. | ||
| 505 | _a1. 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. | ||
| 650 | _aSALES MANAGEMENT | ||
| 700 |
_aDeCarlo, Thomas E. _eco-author |
||
| 942 |
_2lcc _cBK |
||
| 999 |
_c11646 _d11646 |
||