Dalrymple's Sales Management: Concepts and Cases [Hardcover]

William L. Cron (Author), Thomas E. DeCarlo (Author)

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Product Details

Hardcover: 624 pages
Publisher: Wiley; 9 edition (Oct 24 2005)
Language: English
ISBN-10: 0471743194
ISBN-13: 978-0471743194
Product Dimensions: 25.7 x 20.6 x 2.8 cm
Shipping Weight: 1.1 Kg
Amazon Bestsellers Rank: #315,354 in Books (See Top 100 in Books)
- #34 in Books > Business & Investing > Marketing & Sales > Sales & Selling > Management
- #39 in Books > Professional & Technical > Business Management > Marketing & Sales > Sales & Selling > Management

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Product Description

Get the hands-on experience you need to succeed

Effective sales management not only helps companies gain advantages over competitors; it also helps you gain key advantages in your personal career. With Dalrymple's Sales Management, 9th Edition, you'll learn how to get out there, manage a sales force, and help them sell. The authors show you how to develop a sales force, manage strategic account relationships, and motivate your sales force.

Now revised, this Ninth Edition presents the latest findings in sales force management research, along with examples and stories of current sales management practices.

Dalrymple's Sales Management, 9th Edition will help you:
* Think strategically about how to use the sales force to create customer value and competitive advantages.
* Enhance your data analysis skills with Excel, through a wealth of Excel-based problems.
* Apply what you've learned to real-world sales management dilemmas and a new continuing case.
* Develop the core competencies that every sales manager needs.
* Implement specific sales management tools for budgeting, sales forecasting, and designing sales territories.

From the Back Cover

Get the hands-on experience you need to succeed

Effective sales management not only helps companies gain advantages over competitors; it also helps you gain key advantages in your personal career. With Dalrymple’s Sales Management, 9th Edition, you’ll learn how to get out there, manage a sales force, and help them sell. The authors show you how to develop a sales force, manage strategic account relationships, and motivate your sales force.

Now revised, this Ninth Edition presents the latest findings in sales force management research, along with examples and stories of current sales management practices.

Dalrymple’s Sales Management, 9th Edition will help you:

Think strategically about how to use the sales force to create customer value and competitive advantages.

Enhance your data analysis skills with Excel, through a wealth of Excel-based problems.

Apply what you’ve learned to real-world sales management dilemmas and a new continuing case.

Develop the core competencies that every sales manager needs.

Implement specific sales management tools for budgeting, sales forecasting, and designing sales territories.

See all Product Description

Inside This Book (Learn More)

First Sentence
Marty Sedlacek is an account executive at Dell Computer. Read the first page

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Amazon.com: 4.5 out of 5 stars (2 customer reviews)

4.0 out of 5 stars very good, Feb 13 2009

By Susie Ramirez "luckybook" - Published on Amazon.com

Amazon Verified Purchase(What's this?)

This review is from: Dalrymple's Sales Management: Concepts and Cases (Hardcover)

The projects are very realistic. All though some of the cases are long and they have unecesary scenes, they give you the big picture of a sales manager's every day life situations.

5.0 out of 5 stars Good Examples, Nov 16 2008

By J. P. Anello "joeypete" - Published on Amazon.com

This review is from: Dalrymple's Sales Management: Concepts and Cases (Hardcover)

Sales Management does a great job of explaining the most important concepts of marketing. It is easy to read and understand, and also has many good examples of the concepts.

› Go to Amazon.com to see both reviews 4.5 out of 5 stars