Product Information

Complete downloadable Test Bank for Dalrymples Sales Management Concepts and Cases 9th Edition by Cron. INSTRUCTOR RESOURCE INFORMATION
TITLE: Dalrymple’s Sales Management Concepts and Cases
RESOURCE:Test Bank
EDITION: 9th Edition
AUTHOR: Cron, DeCarlo
PUBLISHER: John Wiley and Sons

Table of content

1.Introduction to Selling and Sales Management.
2. Strategy and Sales Program Planning.
3.Sales Opportunity Management.
4.Account Relationship Management.
5.Customer Interaction Management.
6.Sales Force Organization.Management Resource: Territory Design.
7.Recruiting and Selecting Personnel.
8.Sales Training.
9.Leadership.
10. Ethical Leadership.
11.Motivating Salespeople.
12 Compensating Salespeople.
13 Evaluating Performance.References. Appendcies

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