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

From the Back Cover:

THE NEXT BEST THING TO ON–THE–JOB EXPERIENCE!

SALES MANAGEMENT, 7/E simulates the role of the sales manager through interactive sales simulation software, many reak0world cases and examples, realistic role plays, and in–class exercises.

• SALES MANAGEMENT SIMULATION SOFTWARE (sold seperately, ISBN: 0–471–39756–3).  Now in an improved Windows–compartible version, this powerful simulation program challenges you to manage your own sales department anf make decisions on hiring, firing, training, sales contests, pricing, and asigning sales people to territories.
• COMPETENCY–BASED INSTRUCTION. The authors have revised their new edition to focus 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. A new section at the end of each chapter, "Building Your Competencies," addresses these core skills.
• EXCEL–BASED PROBLEMS. A functional understanding of Excel will equip you with a competitive advantage on the job, and that′s why SALES MANAGEMENT offers a wealth of Excel–based problems. The Seventh Edition features many new Excel–based problems in chapters where numerical manipulation is most relevant. All data associated with these cases are available on the text′s Web site (www.wiley.com/college/dalrymple). 

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.

About this edition

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