Dalrymple S Sales Management 9Th Ed

Dalrymple S Sales Management  9Th Ed
Author: William L. Cron,Thomas E. Decarlo
Publsiher: John Wiley & Sons
Total Pages: 564
Release: 2008-06
ISBN: 9788126516858
Category: Electronic Book
Language: EN, FR, DE, ES & NL

Dalrymple S Sales Management 9Th Ed Book Excerpt:

Dalyrymple s Sales Management is known for its friendly, real-world and practical approach to the concept of sales management. It introduces readers to the issues, strategies and relationships that relate to the job of managing a sales force and helping them sell. With this new edition, Cron and DeCarlo also present a running case study throughout each chapter on Moreguard Insurance. The case study is used to show how key concepts are applied in the real world. Exercises are included with the case study to help readers begin to think critically about how to utilize the information discussed.· Introduction to Selling and Sales Management· Strategy and Sales Program Planning· Sales Opportunity Management· Account Relationship Management· Customer Interaction Management· Sales Force Organization· Recruiting and Selecting Personnel· Sales Training· Leadership· Ethical Leadership· Motivating Salespeople· Compensating Salespeople· Evaluating Performance

Dalrymple s Sales Management

Dalrymple s Sales Management
Author: William L. Cron,Thomas E. DeCarlo
Publsiher: Unknown
Total Pages: 135
Release: 2006-08
ISBN: 9780470036570
Category: Electronic Book
Language: EN, FR, DE, ES & NL

Dalrymple s Sales Management Book Excerpt:

Sport Promotion and Sales Management

Sport Promotion and Sales Management
Author: Richard L. Irwin,William Anthony Sutton,Larry M. McCarthy
Publsiher: Human Kinetics
Total Pages: 339
Release: 2008
ISBN: 9780736064774
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Sport Promotion and Sales Management Book Excerpt:

This is a guide to promotion and sales in the sport industry. Experts from the classroom and sports field offer insights and experiential data on the skills needed to succeed in sports promotion and sales.

Dalrymple s Sales Management

Dalrymple s Sales Management
Author: William L. Cron,Thomas E. DeCarlo
Publsiher: John Wiley & Sons
Total Pages: 528
Release: 2008-12-31
ISBN: 0470169656
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Dalrymple s Sales Management Book Excerpt:

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.

Sales Management

Sales Management
Author: Anonim
Publsiher: Excel Books India
Total Pages: 135
Release: 2022
ISBN: 9350622092
Category: Electronic Book
Language: EN, FR, DE, ES & NL

Sales Management Book Excerpt:

Strategic Customer Management

Strategic Customer Management
Author: Nigel F Piercy,Nikala Lane
Publsiher: OUP Oxford
Total Pages: 344
Release: 2009-03-12
ISBN: 0191567647
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Strategic Customer Management Book Excerpt:

A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies. Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.

Principles of Marketing

Principles of Marketing
Author: Philip Kotler,Gary Armstrong
Publsiher: Pearson Education
Total Pages: 637
Release: 2010
ISBN: 9780137006694
Category: Marketing
Language: EN, FR, DE, ES & NL

Principles of Marketing Book Excerpt:

A comprehensive, classic principles text organized around an innovative customer-value framework. Students learn how to create customer value, target the correct market, and build customer relationships.

EBOOK Marketing The Core

EBOOK  Marketing  The Core
Author: KERIN
Publsiher: McGraw Hill
Total Pages: 135
Release: 2017-01-26
ISBN: 1526864967
Category: Business & Economics
Language: EN, FR, DE, ES & NL

EBOOK Marketing The Core Book Excerpt:

EBOOK: Marketing: The Core

Wiley Pathways Selling

Wiley Pathways Selling
Author: Tom Hopkins,Douglas J. Dalrymple,William L. Cron,Thomas E. DeCarlo
Publsiher: John Wiley & Sons
Total Pages: 360
Release: 2007-03-09
ISBN: 0470111259
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Wiley Pathways Selling Book Excerpt:

Salesmanship is an essential skill that carries over into many industries. In Selling, the latest text from the Business series in the Wiley Pathways imprint, students learn up-to-date information and techniques on prospecting, planning sales calls, making great presentations, and closing the sale.

American Book Publishing Record

American Book Publishing Record
Author: Anonim
Publsiher: Unknown
Total Pages: 135
Release: 2006
ISBN: 1928374650XXX
Category: American literature
Language: EN, FR, DE, ES & NL

American Book Publishing Record Book Excerpt:

Sales Management

Sales Management
Author: Paolo Guenzi,Susi Geiger
Publsiher: Bloomsbury Publishing
Total Pages: 448
Release: 2017-09-16
ISBN: 1137285745
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Sales Management Book Excerpt:

Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.

Marketing

Marketing
Author: Philip Kotler,Suzan Burton,Kenneth Deans,Linen Brown,Gary Armstrong
Publsiher: Pearson Higher Education AU
Total Pages: 743
Release: 2015-05-20
ISBN: 1486001777
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Marketing Book Excerpt:

The ultimate resource for marketing professionals Today’s marketers are challenged to create vibrant, interactive communities of consumers who make products and brands a part of their daily lives in a dynamic world. Marketing, in its 9th Australian edition, continues to be the authoritative principles of marketing resource, delivering holistic, relevant, cutting edge content in new and exciting ways. Kotler delivers the theory that will form the cornerstone of your marketing studies, and shows you how to apply the concepts and practices of modern marketing science. Comprehensive and complete, written by industry-respected authors, this will serve as a perennial reference throughout your career.

Encyclopedia of Management

Encyclopedia of Management
Author: Gale (Firm)
Publsiher: Gale / Cengage Learning
Total Pages: 1065
Release: 2009
ISBN: 1928374650XXX
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Encyclopedia of Management Book Excerpt:

Covers numerous topics in management theories and applications, such as aggregate planning, benchmarking, logistics, diversification strategy, non-traditional work arrangements, performance measurement, productivity measures, supply chain management, and much more.

Business to Business Marketing

Business to Business Marketing
Author: Michael H. Morris,Leyland F. Pitt,Earl Dwight Honeycutt, Jr.
Publsiher: SAGE Publications
Total Pages: 560
Release: 2001-03-29
ISBN: 1452252106
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Business to Business Marketing Book Excerpt:

Thoroughly updated, this much anticipated new edition provides students with a comprehensive, state-of-the-art view of business to business marketing. With a focus on strategic thinking and acting, the authors examine the distinct challenges of the business-to-business marketplace. These include: faster product and service development; shortened product life cycles; new processes for selling, distribution, and customer service; an increase in entrepreneurial firms; and the need to create and sustain long-term customer relationships.

E Commerce Operations Management

E Commerce Operations Management
Author: Marc J Schniederjans,Qing Cao,Jason H Triche
Publsiher: World Scientific Publishing Company
Total Pages: 368
Release: 2013-09-20
ISBN: 9814518654
Category: Business & Economics
Language: EN, FR, DE, ES & NL

E Commerce Operations Management Book Excerpt:

This updated edition of the book blends in new e-commerce technologies. Mobile commerce (M-commerce) and use of cloud computing are offering a new set of challenges and opportunities for those individuals who know what they are and how they are related to e-commerce. Their use opens up new markets, expanding the need for larger operations, which in turn requires greater knowledge of the operations management subjects presented in this book. The book is focused on issues, concepts, philosophies, procedures, methodologies, and practices of running e-commerce operations. It connects the basic operations management activities undertaken by every organization (e.g., inventory management, scheduling, etc.) and translates their application into issues and problems faced in the field of e-commerce. The book also provides current research findings, strategies, and practices that can help students in the field of operations management run and improve their e-commerce operations. It covers most of the basic operations management activities and functions and has been designed for an upper-level undergraduate business, a graduate business or engineering management course on e-commerce operations management for university students. Students interested in e-commerce operations will find this book a valuable guide to the important aspects of starting up and running an e-commerce operation. They can learn from reading this book how supply chains, products and processes, human resources and purchasing functions can supported and enhanced by the use of e-commerce. In addition, students can learn how to undertake forecasting and scheduling in e-commerce operations. Decision-makers and managers who have to reengineer e-commerce operations can also use this book as a guide to understanding e-commerce. The Instructor Manual and PowerPoint Slides for the book are available upon request for all instructors who adopt this book as a course text. Please send your request to [email protected]

Schaupl tze dreidimensionaler Markeninszenierung

Schaupl  tze dreidimensionaler Markeninszenierung
Author: Nicolai Oliver Herbrand
Publsiher: Edition Neues Fachwissen
Total Pages: 517
Release: 2008
ISBN: 398112202X
Category: Electronic Book
Language: EN, FR, DE, ES & NL

Schaupl tze dreidimensionaler Markeninszenierung Book Excerpt:

Proceedings of the 1993 World Marketing Congress

Proceedings of the 1993 World Marketing Congress
Author: M. Joseph Sirgy,Kenneth D. Bahn,Tunc Erem
Publsiher: Springer
Total Pages: 675
Release: 2015-06-20
ISBN: 3319173235
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Proceedings of the 1993 World Marketing Congress Book Excerpt:

This volume includes the full proceedings from the 1993 World Marketing Congress held in Istanbul, Turkey. The focus of the conference and the enclosed papers is on marketing thought and practices from a global perspective. This volume resents papers on various topics including marketing management, marketing strategy, and consumer behavior. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.​

Citation Classics from the Journal of Business Ethics

Citation Classics from the Journal of Business Ethics
Author: Alex C. Michalos,Deborah C Poff
Publsiher: Springer Science & Business Media
Total Pages: 831
Release: 2012-08-01
ISBN: 940074126X
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Citation Classics from the Journal of Business Ethics Book Excerpt:

The Journal of Business Ethics was founded by Alex C. Michalos and Deborah C. Poff and published its first issue in March 1982. It is the most frequently cited business ethics journal in the world. The Journal has always offered a multi-disciplinary and international public forum for the discussion of issues concerning the interaction of successful business and moral virtue. Its authors and readers are primarily scholars and students in social sciences and philosophy , with special interests in the interaction of these disciplines with business or corporate responsibility. Since the field of business ethics grew simultaneously with the growth of the Journal, a collection of its most cited articles is tantamount to a collection of the articles that had the greatest influence in defining the field over its first 30 years of development. In this anniversary volume, an overview of citation classics from the Journal is presented, the 33 most frequently cited articles are reproduced and brief reflections on the impact of the Journal on the field are given from over 100 scholars who authored citation classics and/or distinguished papers, as well as those who served on the Editorial Board and/or are recognized as leaders in the field.

Personal Selling

Personal Selling
Author: M. C. Cant,C. H. van Heerden
Publsiher: Juta and Company Ltd
Total Pages: 280
Release: 2005-09
ISBN: 9780702166365
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Personal Selling Book Excerpt:

Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. Descriptions of the options available to those seeking a career in sales are included, as is an exploration of the impact of the sales profession on the economy, and a reminder that all jobs require some amount of selling.

Handbook of Research on Entrepreneurship in the Contemporary Knowledge Based Global Economy

Handbook of Research on Entrepreneurship in the Contemporary Knowledge Based Global Economy
Author: Baporikar, Neeta
Publsiher: IGI Global
Total Pages: 607
Release: 2015-10-21
ISBN: 1466687991
Category: Business & Economics
Language: EN, FR, DE, ES & NL

Handbook of Research on Entrepreneurship in the Contemporary Knowledge Based Global Economy Book Excerpt:

The rapid rise of knowledge-based economies has revolutionized the perceptions and practices of globalized business. Recent developments in engineering, electronics, and biotechnology have expanded the very definition of entrepreneurship in today’s international market, weaving discussions of enhanced connectivity and communication, environmental sustainability, and government policy changes into a complex, multidimensional conversation. The Handbook of Research of Entrepreneurship in the Contemporary Knowledge-Based Global Economy provides a comprehensive survey of the most recent developments in the field of entrepreneurship, highlighting their effects on information technology, business networking, knowledge production, distribution, and organization. This timely publication features extensive coverage of the fast-developing entrepreneurial field, illuminating recent technological, social, and strategic innovations in language that is accessible for a worldwide audience of business educators, researchers, and students. This authoritative text showcases research-based articles on entrepreneurship for knowledge economies; academic entrepreneurship; women and entrepreneurship; entrepreneurship education; organizational learning ability; innovations in industry, agriculture, and management; and the evolution of a new, all-inclusive corporate culture.