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Synopsis
This practical text contains case studies and role-playing activities which provide readers with the opportunity to solve realistic sales management problems. Emphasis is placed on relationship marketing, team development, diversity, total quality management and strategic planning.
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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).
Synopsis
This practical text contains case studies and role-playing activities which provide readers with the opportunity to solve realistic sales management problems. Emphasis is placed on relationship marketing, team development, diversity, total quality management and strategic planning.
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Sales Management: Concepts and Cases
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