{"product_id":"dalrymples-sales-management-isbn-9780470169650","title":"Dalrymple's Sales Management","description":"Easily accessible, real-world and practical, \u003ci\u003eDalrymple's Sales Management 10e\u003c\/i\u003e by Cron and DeCarlo introduces the reader to the issues, strategies and relationships that relate to the job of managing an effective sales force. With a lively and engaging style, this book places emphasis on developing a sales force program and managing strategic account relationships. With additional information on team development, diversity in the work force, problem-solving skills, and financial issues, this title provides a complete guide for taking student past the classroom and into a future career in sales management. 1. Introduction to Selling and Sales Management.  \u003cp\u003e 2. Strategy and Sales Program Planning.\u003c\/p\u003e  \u003cp\u003e 3. Sales Opportunity Management.\u003c\/p\u003e  \u003cp\u003e 4. Account Relationship Management.\u003c\/p\u003e  \u003cp\u003e 5. Customer Interaction Management.\u003c\/p\u003e  \u003cp\u003e 6. Sales Force Organization.\u003c\/p\u003e  \u003cp\u003e 7. Recruiting and Selecting Personnel.\u003c\/p\u003e  \u003cp\u003e 8. Sales Training.\u003c\/p\u003e  \u003cp\u003e 9. Leadership.\u003c\/p\u003e  \u003cp\u003e 10. Ethical Leadership.\u003c\/p\u003e  \u003cp\u003e 11. Motivating Salespeople.\u003c\/p\u003e  \u003cp\u003e 12. Compensating Salespeople.\u003c\/p\u003e  \u003cp\u003e 13. Evaluating Performance.\u003c\/p\u003e \u003cb\u003eWilliam L. Cron \u003c\/b\u003e received his BSBA from Xavier University and his MBA \u0026amp; DBA from Indiana University.  He's a Professor of Marketing at the M.J. Neeley School of Business at Texas Christian University. His areas of expertise and research are Sales Management Issues, Marketing Strategy—Planning for Growth \u0026amp; Profits, and Wholesaling Management Issues. He's received the following awards: Graduate Teaching Award – Electives, M. J. Neeley School of Business, 2003, Carl Sewell Distinguished Service to the Community Award, Edwin L. Cox School of Business, 1999., Excellence in Manuscript Reviewing Award, the Journal of Personal Selling and Sales Management, 1994., Nominated for Jagdesh N. Sheth Award for Best Articles, Journal of the Academy of Marketing Science, 1993. Bill has also done consulting with companies such as American Association for HomeCare, Baylor Health System, Bristol- Myers Squibb, and GTE.   \u003cp\u003e\u003cb\u003eGo Beyond the Classroom and Enter into a Future in Sales Management with this Complete Guide for Managing an Effective Sales Force\u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003eEasily accessible, real-world and practical, the Tenth Edition of \u003ci\u003eDalrymple's Sales Management: Concepts and Cases\u003c\/i\u003e introduces students to the issues, strategies, and relationships that relate to both the development of a sales force program and the management of strategic account relationships. Featuring real-world examples, including a new running case based on the fictional Shield Financial Company, students will have a rich foundation for work in sales management.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eNew and Hallmark Features:\u003c\/b\u003e  \u003c\/p\u003e\u003cul\u003e \u003cli\u003eNew running case introduced in Chapter 1 and carried throughout the text.\u003c\/li\u003e \u003cli\u003eNew and expanded coverage of Sales Networks, Customer Lifetime Value (CLV), Solutions Selling, Marketing-Sales Interaction, and Marketing-Sales Shared Responsibilities.\u003c\/li\u003e \u003cli\u003eMore than 50 percent of the cases are new or significantly reworked.\u003c\/li\u003e \u003cli\u003eOver 20 new team exercises for in-class discussion.\u003c\/li\u003e \u003cli\u003eStreamlined chapter discussions for easier reading and retention.\u003c\/li\u003e \u003cli\u003eStrong coverage of the role of strategic thinking and how the sales force helps in creating customer value and competitive advantage.\u003c\/li\u003e \u003c\/ul\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989021180133,"sku":"NP9780470169650","price":183.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470169650.jpg?v=1761782470","url":"https:\/\/k12savings.com\/es\/products\/dalrymples-sales-management-isbn-9780470169650","provider":"K12savings","version":"1.0","type":"link"}