Easily accessible, real-world and practical, Dalrymple's Sales Management 10e by Cron and DeCarlo introduces the reader to the issues, strategies and relationships that relate to the job of managing an effective sales force. With a lively and engaging style, this book places emphasis on developing a sales force program and managing strategic account relationships. With additional information on team development, diversity in the work force, problem-solving skills, and financial issues, this title provides a complete guide for taking student past the classroom and into a future career in sales management.
1. Introduction to Sales Management
2. Sales Force's Strategic Role
3. Territory Management
4. Account Management
5. The Sales Presentation
6. Sales Force Structure
7. Salesperson Recruiting and Selection
8. Sales Force Development
9. Leading a Sales Force
10. Ethics in Sales Management
11. Sales Force Motivation
12. Compensating the Sales Force
13. Salesperson Performance Evaluation