Sales Management: Concepts and Cases - Softcover

Cron, William L.; DeCarlo, Thomas E.

Softcover

ISBN 10: 0470418893 ISBN 13: 9780470418895

Publisher: Wiley, 2009

Synopsis

Easily accessible, real-world and practical, Dalrymple's Sales Management 10e 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.

About this title

About the Author

William L. Cron  received his BSBA from Xavier University and his MBA & 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 & 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.

Edition details

• Publisher: Wiley
• Publication date: 2009
• ISBN 10: 0470418893
• ISBN 13: 9780470418895
• Binding: Paperback
• Language: English
• Number of pages: 472