PDF Ebook Sales Management, by Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo
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Sales Management, by Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo
PDF Ebook Sales Management, by Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo
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Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.
- Sales Rank: #1077739 in Books
- Published on: 2003-12-05
- Original language: English
- Number of items: 1
- Dimensions: 10.39" h x 1.14" w x 7.99" l, 1.10 pounds
- Binding: Hardcover
- 624 pages
From the Back Cover
THE NEXT BEST THING TO ON-THE-JOB SALES MANAGEMENT EXPERIENCE
User-friendly and highly practical, Dalrymple, Cron, and DeCarlo’s Eighth Edition of their classic text will show you how to get out there, manage a sales force, and help them sell. You’ll learn how to develop a sales force, manage strategic account relationships, and motivate your sales force. You’ll also explore key issues and recent trends, such as team development, diversity in the work force, sales force automation, CRM, inside selling, and global selling.
LEARN HOW TO THINK STRATEGICALLY.
The text presents coverage of the role of strategic thinking and hoe the sales force helps in creating customer value and competitive advantage. The new edition incorporates the resource-based view of developing competitive advantage.
ENHANCE YOUR DATA ANALYSIS SKILLSWITH EXCEL
A functional understanding of Excel will equip you with a competitive advantage on the job, and that’s why this text offers a wealth of Excel-based problems.
APPLY WHAT YOU’VE LEARNED TO REAL-WORLD SALES MANAGEMENT DILEMMAS.
After each detailed end-of-chapter case, you’ll have the opportunity to apply what you’ve learned by resolving a realistic business dilemma.
DEVELOP THE CORE COMPETENCIES THAT EVERY SALES MANAGER NEEDS
The text focuses on sales management competencies—those core skills you need to be an outstanding sales manager in any setting. These competencies include: strategic action, global perspective, technology, self-management, coaching, and team building.
MANAGE YOUR OWN VIRTUAL SALES FORCE
Sales Management Simulation Software (sold separately) challenges you to manage your own sales department and make decisions on hiring, firing, training, sales contests, pricing, and assigning sales people to territories.
Most helpful customer reviews
2 of 2 people found the following review helpful.
Very clear and well written book
By Eric Aros
I'm a college student and this was the assigned text to read for my Sales Management class. This book was very easy to understand. The concepts were explained, so that even someone, such as myself who has zero experience in sales could understand what the authors meant. Most textbooks contain useless information, but this one had information that I could use in my life once I graduate from college (example: how to be a team builder and ways to approach being in sales).
2 of 2 people found the following review helpful.
For academic use only
By Aggelos Vlassopoulos
This book provides a wide view of sales management through the eyes of an academic. Very good for students and anyone who wants to know all about sales.
However, this book is nothing more than all-the-theory-in-one-book for a professional.
So:
Good for students
Good for the library
Not really aiming at professionals
0 of 3 people found the following review helpful.
Magnificint Would Do :)
By Bassel
I have read this book myself cause I wanted to know more about Sales and it was a shock to find all what one needs. This book has helped me out a lot and I'm very thankfull.
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