Sales management. / Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo.
Material type:
TextPublisher: Hoboken, NJ: Wiley, 2004Edition: 8th edDescription: xix, 601 p. : ill. (some col.), col. maps ; 27 cmISBN: 047123060X (alk. paper); 0471451711Subject(s): Sales management | Sales Management -- Case studiesDDC classification: 658.8/1 LOC classification: HF5438.4.D34(8e)Online resources: Publisher description | Table of contents only | Contributor biographical information | Item type | Current location | Home library | Call number | Status | Date due | Barcode |
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WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY | HF5438.4.D34(8e) (Browse shelf) | Available | K/1530/1530/19 |
Browsing WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY shelves, Shelving location: General Stacks Close shelf browser
| HF5415.M304(12e) Marketing: / | HF5415.13.M361(2e) Marketing management. / | HF5635.K471(9e) Intermediate accounting. / | HF5438.4.D34(8e) Sales management. / | HF5635.K53(6e) Financial accounting: tools for business decision making. / | HF5415.32.S35(9e) Consumer behavior. / | HF5415.32.S6(11e) Consumer behavior: buying, having, and being. / |
Includes bibliographical references (p. 565-581) and indexes.
Contents: Introduction to selling and sales management -- Strategy and sales program planning -- Sales opportunity management -- Account relationship management -- Customer interaction management -- Sales force organization -- Recruiting and selecting personnel -- Sales training -- Leadership -- Ethical leadership -- Motivating salespeople -- Compensating salespeople -- Evaluating performance --
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