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Textbook
Dalrymple's Sales Management: Concepts and Cases, 10th EditionISBN: 978-0-470-16965-0
Hardcover
528 pages
December 2008, ©2009
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1. Introduction to Selling and Sales Management.
2. Strategy and Sales Program Planning.
3. Sales Opportunity Management.
4. Account Relationship Management.
5. Customer Interaction Management.
6. Sales Force Organization.
7. Recruiting and Selecting Personnel.
8. Sales Training.
9. Leadership.
10. Ethical Leadership.
11. Motivating Salespeople.
12. Compensating Salespeople.
13. Evaluating Performance.
Related Titles
Sales Management
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