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Dalyrymple’s Sales Management is known for its friendly, real-world and practical approach to the concept of sales management. It introduces readers to the issues, strategies and relationships that relate to the job of managing a sales force and helping them sell. With this new edition, Cron and DeCarlo also present... Morea running case study throughout each chapter on Moreguard Insurance. The case study is used to show how key concepts are applied in the real world. Exercises are included with the case study to help readers begin to think critically about how to utilize the information discussed. Table of contents : · Introduction to Selling and Sales Management · Strategy and Sales Program Planning · Sales Opportunity Management · Account Relationship Management · Customer Interaction Management · Sales Force Organization · Recruiting and Selecting Personnel · Sales Training · Leadership · Ethical Leadership · Motivating Salespeople · Compensating Salespeople · Evaluating Performance References Case Analysis Credits Key Term and Subject Index Author Index Company Index Case Index Market Description : · Sales and Marketing Managers in all Industries · Students and Instructors of Business About Author : Douglas J. Dalrymple is Professor of Marketing in the School of Business at Indiana University. He received his BA degree in marketing from Michigan State University and his MS and BS degrees from Cornell University. Professor Dalrymple has taught at the University of California, Los Angeles, the Georgia Institute of Technology, the University of San Diego, and the University of North Carolina, Greensboro. Professor Dalrymple is the author or coauthor of 24 marketing books including Basic Marketing Management (2nd ed.), Sales Management: Concepts and Cases (6th ed.), Cases in Marketing Management, a computerized Sales Management Simulation (4th ed.), and two retailing texts. 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. Tom DeCarlo, Associate Professor and Faculty Scholar, Iowa State University Business Laboratory, received his Ph.D. at University of Georgia, 1993 and his B.A. at North Carolina State University, 1983. Dr. DeCarlo`s primary research interests deal with strategic issues in sales force management, e-commerce and marketing communications. Dr. DeCarlo is currently the Faculty Scholar in the ISU Business Analysis Laboratory. Dr. DeCarlo has also had consulting relationships with Fortune 500 organizations such as Pepsi, Cisco Systems, 3M, and Iowa-based companies such as ColorFx, Wellmark, the Board of Regents, State of Iowa and others in areas of market analysis and customer segmentation, sales force management, brand management new product development and CRM automation.
ISBN : 9788126516858
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