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Synopsis
Through five editions, this book has provided readers with a comprehensive, practical approach to sales management. Now the sixth edition continues that tradition with four new chapters on the sales function and coverage of the latest trends such as relationship marketing, team development and TQM.
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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 text on sales management is supported by examples, including 19 new cases to this edition, which aim to give students a chance to resolve realistic business dilemmas. This new edition features four chapters on personal selling and places emphasis on relationship marketing, team development, diversity, and earlier coverage on strategic planning. There are now TQM sections and ethical challenges in each chapter as well as a chapter on ethics.
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- PublisherJohn Wiley & Sons
- Publication date1997
- ISBN 10 0471191973
- ISBN 13 9780471191971
- BindingHardcover
- LanguageEnglish
- Edition number6
- Number of pages640
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Identification of Defects in Semiconductors (Volume 51B) (Semiconductors and Semimetals, Volume 51B)
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