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.

Dalrymple?s Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they?ll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material will empower sales managers to build a sales force, manage strategic relationships, and motivate the sales team.

This introduction to the role and responsibilities of the sales manager includes 45 case studies. Intended for Junior/Senior level and MBA courses, the book focuses on the activities of first-line field sales managers. Provides the instructor and student with a combination of pedagogical/learning devices, including text, case studies, problems, experiential exercises, and sales management simulation. The new model on the sales management process in this edition helps students integrate material. Chapters on personal selling, ethics, and industrial selling are included. Text includes: key words, glossary, learning objectives, flow charts, illustrations, chapter summaries, and review sections.

Market_Desc: Sales Managers Special Features: · Offers streamlined coverage for easier readability and retention· Includes numerous new and updated cases· Updates the majority of case studies at the beginning of each chapter· Presents new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities· Incorporates the latest findings in sales force management research About The Book: Dalrymple's Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they'll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material empowers sales managers to build a sales force, manage strategic relationships, and motivate the sales team.