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Instructor's resource guide with transparency masters to accompany sales management: Concepts and cases

Tác giả: Douglas J. Dalrymple; William L. Cron

Organizing your course; lecture notes, chapter outlines, and lecture enhancement; Case notes such as: Introduction to selling and sales management, trategic planning and budgeting, personal selling, account relationship management, territory management, sale ethics,estimating potentials and...

Instructor's resource guide with transparency masters to accompany sales management: Concepts and cases . 4th edition

Tác giả: Douglas J. Dalrymple, William L. Cron

Organizing your course; lecture notes, chapter outlines, and lecture enhancement; Case notes such as: Introduction to selling and sales management, personal selling, purchasing and account management, territory management, sale ethics, planning and budgeting, estimating potentials and forecasting...

Sales management : concepts and cases : 4th ed.

Tác giả: Douglas J. Dalrymple, William L. Cron

1. Introduction to selling and sales management; 2. Personal selling; 3. Account management; 4. Territory management; 5. Sales ethics; 6. Planning and budgeting; 7. Estimating potentials and forecasting sales; 8. Organization; 9. Recruiting and selecting personnel; 10. Training; 11. Territory...

Management of a sales force : 10th ed.

Tác giả: Stanton William J, Spiro Rosann

This text is divided into five main parts such as: introduction to sales force management: organizing, staffing and training as a sales force; directing sales force operations; sales planning; and evaluating sales performance.