Cron, DeCarlo:

Dalrymple's Sales Management: Concepts and Cases, 10th Edition

Instructor Companion Site

Table Of Contents

Chapter 1: Introduction to Selling and Sales Management

Chapter 2: Strategy and Sales Program Planning

Chapter 3: Sales Opportunity Management

Chapter 4: Account Relationship Management

Chapter 5: Customer Interaction Management

Chapter 6: Sales Force Organization

Chapter 7: Recruiting and Selecting Personnel

Chapter 8: Sales Training

Chapter 9: Leadership

Chapter 10: Ethical Leadership

Chapter 11: Motivating Salespeople

Chapter 12: Compensating Salespeople

Chapter 13: Evaluating Performance

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