Sales Management: Concepts and Cases (Wiley Series in Marketing) - Softcover

Dalrymple, Douglas J.

9780471078678: Sales Management: Concepts and Cases (Wiley Series in Marketing)

Softcover

ISBN 10: 0471078670 ISBN 13: 9780471078678

Publisher: John Wiley & Sons, 1982

This introduction to the role and responsibilities of the sales manager includes 45 case studies. Intended for Junior/Senior level and MBA courses, the book focuses on the activities of first-line field sales managers. Provides the instructor and student with a combination of pedagogical/learning devices, including text, case studies, problems, experiential exercises, and sales management simulation. The new model on the sales management process in this edition helps students integrate material. Chapters on personal selling, ethics, and industrial selling are included. Text includes: key words, glossary, learning objectives, flow charts, illustrations, chapter summaries, and review sections.

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From the Back Cover:

THE NEXT BEST THING TO ON-THE-JOB SALES MANAGEMENT EXPERIENCE

User-friendly and highly practical, Dalrymple, Cron, and DeCarlo’s Eighth Edition of their classic text will show you how to get out there, manage a sales force, and help them sell. You’ll learn how to develop a sales force, manage strategic account relationships, and motivate your sales force. You’ll also explore key issues and recent trends, such as team development, diversity in the work force, sales force automation, CRM, inside selling, and global selling.

LEARN HOW TO THINK STRATEGICALLY.
The text presents coverage of the role of strategic thinking and hoe the sales force helps in creating customer value and competitive advantage. The new edition incorporates the resource-based view of developing competitive advantage.

ENHANCE YOUR DATA ANALYSIS SKILLSWITH EXCEL
A functional understanding of Excel will equip you with a competitive advantage on the job, and that’s why this text offers a wealth of Excel-based problems.

APPLY WHAT YOU’VE LEARNED TO REAL-WORLD SALES MANAGEMENT DILEMMAS.
After each detailed end-of-chapter case, you’ll have the opportunity to apply what you’ve learned by resolving a realistic business dilemma.

DEVELOP THE CORE COMPETENCIES THAT EVERY SALES MANAGER NEEDS
The text focuses 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.

MANAGE YOUR OWN VIRTUAL SALES FORCE
Sales Management Simulation Software (sold separately) challenges you to manage your own sales department and make decisions on hiring, firing, training, sales contests, pricing, and assigning sales people to territories.

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