Product Information
Complete downloadable Solutions Manual for Dalrymples Sales Management Concepts and Cases 9th Edition by Cron. INSTRUCTOR RESOURCE INFORMATION
TITLE: Dalrymple’s Sales Management Concepts and Cases
RESOURCE:Solutions Manual
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.Sales Management Resource: Estimating Potentials and Forecasting Sales.Sales Management Resource: Sales Force Investment and Budgeting.
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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