Sales Management: Concepts and Cases
Author: Douglas J Dalrympl
Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.
Booknews
A text on sales management for marketing students, focusing on the activities of first-line field sales managers. After material on how salespeople interact with customers and prospects, coverage includes developing the selling function, sales goals and structure, building a sales program, and leading the sales force. Special emphasis is placed on current issues of managing strategic account relationships, team development, workforce diversity, salesforce automation, and ethics. Learning aids include chapter summaries, key terms, review questions, problems, and brief and detailed case studies, plus boxed readings, in-class exercises, and discussions on getting a job in sales. The length of this sixth edition has been shortened to make it easier to use. Annotation c. by Book News, Inc., Portland, Or.
Table of Contents:
| Ch. 1 | Introduction to Selling and Sales Management | 1 |
| Ch. 2 | Strategic Planning and Budgeting | 30 |
| Ch. 3 | Personal Selling | 72 |
| Ch. 4 | Account Relationship Management | 123 |
| Ch. 5 | Territory Management | 169 |
| Ch. 6 | Sales Ethics | 218 |
| Ch. 7 | Estimating Potentials and Forecasting Sales | 251 |
| Ch. 8 | Organization | 282 |
| Ch. 9 | Recruiting and Selecting Personnel | 328 |
| Ch. 10 | Sales Training | 376 |
| Ch. 11 | Territory Design | 418 |
| Ch. 12 | Leadership | 444 |
| Ch. 13 | Motivating Salespeople | 481 |
| Ch. 14 | Compensating Salespeople | 529 |
| Ch. 15 | Evaluating Performance | 562 |
| Appendix A | Role Play Guidelines | A-1 |
| Appendix B | Getting a Job in Sales | A-2 |
| Key Term & Subject Index | I-1 | |
| Author Index | I-3 | |
| Company Index | I-6 | |
| Case Index | 1-8 |
Interesting textbook: Career Planning or Toward a New International Financial Architecture
Selling in the New World of Business
Author: Jerold Buck Hall
Selling in the New World of Business presents a practical look at how technology has changed the way we sell and changes an outside sales professional has to make to stay on top. This book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today's highly competitive business environment. It will show you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and negotiate a sales relationship that works instead of just haggling over terms and conditions.
What People Are Saying
Fred J. Lewis
YOU CAN'T MAKE TOMORROW'S SALES WITH YESTERDAY'S SKILLS! This book gives you a step-by-step process to make the transition from salesperson to strategic partner with your key customers. It's A MUST-READ for everyone who wants to develop business-building ideas and add value for their company and clients.
—Author of Selecting Stars—The Handbook for Hiring Success
Charles "Chuck" Howard
EASY TO READ, WELL ORGANIZED, AND PACKED WITH IDEAS and recommendations that will help anyone increase their sales effectiveness and develop a rich portfolio of repeat customers and referrals. I HIGHLY RECOMMEND THIS BOOK for anyone who wants to improve his or her success in business, and I only hope my competition never finds it. . . . Focuses on how we as salespeople need to change to be successful and take advantage of the new environment we live in. . . . Reveals the art of professional selling versus the old methods of the unethical, stereotypical 'snake oil' salesman.
—MBA, Executive District Sales Manager, AstraZeneca Pharmaceuticals
No comments:
Post a Comment