TY  - BOOK
AU  - Cron William J
AU  - Dalrymple Douglas J
AU  - Decarlo Thomas E
TI  - Sales Management / Concepts and Cases Seventh Edition
SN  - 471399907
PY  - 2001///
PB  - John Wiley & Sons, Ltd
N2  - This book simulates the role of a sales manager through interactive sales simulation software, many real-world accesses and examples, realistic role plays, and in-class exercises.  Sales Management Functions and Strengths, Strategic Planning and Budgeting, Developing the Selling Function, Account Relationship Management, Sales Ethics, Sales Goals and structure, Organization, Building a Sales Program, Recruiting and Selecting Personnel, Leading and Motivating the Sales Force, Motivating Salespeople, Evaluating Performance, Index
ER  -