Dalrymple's Sales Management: Concepts and Cases, 10th Edition
ISBN: 9780470169650 | 0470169656
Edition: 10thFormat: Hardcover
Publisher: Wiley
Pub. Date: 12/1/2008
Why Rent from Knetbooks?
Because Knetbooks knows college students. Our rental program is designed to save you time and money. Whether you need a textbook for a semester, quarter or even a summer session, we have an option for you. Simply select a rental period, enter your information and your book will be on its way!
Top 5 reasons to order all your textbooks from Knetbooks:
- We have the lowest prices on thousands of popular textbooks
- Free shipping both ways on ALL orders
- Most orders ship within 48 hours
- Need your book longer than expected? Extending your rental is simple
- Our customer support team is always here to help
Easily accessible, real-world and practical, Dalrymple's Sales Management 10e byCron and DeCarlo introduces the reader to the issues, strategies andrelationships that relate to the job of managing an effective salesforce. With a lively and engaging style, this book places emphasis ondeveloping a sales force program and managing strategic accountrelationships. With additional information on team development,diversity in the work force, problem-solving skills, and financialissues, this title provides a complete guide for taking student pastthe cl... MORE
| Introduction to Selling and Sales Management | p. 1 |
| Chief Sales Executive Forum | p. 1 |
| Personal Selling | p. 3 |
| A Changing Marketplace | p. 4 |
| The Sales Management Process | p. 10 |
| The Sales Management Competencies | p. 12 |
| Team Exercise: "Who to Promote?" | p. 13 |
| Team Exercise: "The Prima Donna" | p. 16 |
| Team Exercise: "How to Handle Rumors" | p. ... MORE |
| Career Paths | p. 19 |
| Preparing for Sales Management Success | p. 21 |
| Featured Case: Shield Financial | p. 24 |
| Strategy and Sales Program Planning | p. 30 |
| An Award-Winning Account | p. 30 |
| Business Strategy | p. 32 |
| Marketing Strategy | p. 34 |
| Strategic Implementation Decisions | p. 36 |
| Team Exercise: "Web Sales" | p. 40 |
| Sales Force Program Decisions | p. 47 |
| Team Exercise: "Looking Forward to Next Year" | p. 50 |
| Featured Case: Shield Financial: "A Different Kind of Customer" | p. 58 |
| Sales Management Resource: Estimating Potentials and Forecasting Sales | p. 59 |
| Why Forecast? | p. 59 |
| What is Market Potential? | p. 59 |
| Qualitative Sales Forecasting | p. 63 |
| Quantitative Sales Forecasting | p. 65 |
| MAPE | p. 67 |
| Selecting Forecasting Methods | p. 71 |
| Sales Management Resource: Sales force Investment and Budgeting | p. 74 |
| Sales Force Investment | p. 74 |
| Developing a Sales Budget | p. 83 |
| Sales Opportunity Management | p. 87 |
| Prioritizing Opportunities at Hill-Rom | p. 87 |
| A Process for Generating New Accounts | p. 89 |
| Managing Existing Accounts | p. 92 |
| Team Exercise: "Working Hard or Working Smart?" | p. 98 |
| Sales Versus Profits | p. 100 |
| Team Exercise: "Destructive Discounting" | p. 101 |
| Time Management | p. 102 |
| Featured Case: Shield Financial: "Lead Generation" | p. 109 |
| Account Relationship Management | p. 110 |
| Growing the Relationship | p. 110 |
| Purchasing Process | p. 112 |
| Buying Center | p. 117 |
| Team Exercise: "Different Strokes" | p. 120 |
| Evolution of Relationships | p. 121 |
| Relationship Binders | p. 122 |
| Team Exercise: "A Favor" | p. 123 |
| Featured Case: Shield Financial: "A Customer Request" | p. 129 |
| Customer Interaction Management | p. 130 |
| A Thirty-Million-Dollar Sale | p. 130 |
| Basic Types of Selling Models | p. 132 |
| The Preinteraction Phase: Planning Skills | p. 134 |
| The Interaction Phase | p. 136 |
| Team Exercise: "What Does Ms. Williams Hear?" | p. 138 |
| Team Exercise: "Relating Skills" | p. 139 |
| Team Exercise: "Why Beat a Dead Horse?" | p. 141 |
| The Postinteraction Phase | p. 146 |
| Team Exercise: "Unkept Promise" | p. 148 |
| Featured Case: Shield Financial: "A Vendor Problem" | p. 151 |
| Sales Force Organization | p. 153 |
| Xerox Reorganizes | p. 153 |
| Generalist Versus Specialist Structures | p. 155 |
| Strategic Account Management Program | p. 161 |
| Team Exercise: "The Optimal Sales Organization" | p. 162 |
| Telemarketing | p. 165 |
| Some Additional Issues | p. 167 |
| Independent Sales Agents | p. 167 |
| Emerging Sales Force Organization Issues | p. 170 |
| Team Exercise: "A Global Assignment" | p. 173 |
| Featured Case: Shield Financial "A Special Assignment" | p. 177 |
| Management Resources: Territory Design | p. 178 |
| Three Reasons Why Proper Territory Alignment Is Important | p. 179 |
| When Do Territories Need To Be Realigned? | p. 180 |
| Territory Design Procedures | p. 181 |
| Designing Territories By Computer | p. 189 |
| Recruiting and Selecting Personnel | p. 192 |
| Federated Insurance's Recruiting Process: a Model for Success | p. 192 |
| Planning Process | p. 194 |
| Team Exercise: "Turnover and Counteroffers" | p. 195 |
| Recruiting | p. 200 |
| Selecting Prospects | p. 204 |
| Team Exercise: "Questions About Interviewers" | p. 206 |
| Validating the Hiring Process | p. 212 |
| Featured Case: Shield Financial: "Hiring Pressures" | p. 215 |
| Sales Training | p. 217 |
| Sales Training Pays Off | p. 217 |
| Why Train Salespeople? | p. 218 |
| Planning for Sales Training | p. 221 |
| Team Exercise: "Sales Training for Profits" | p. 222 |
| Developing the Training Program | p. 224 |
| Evaluating Sales Training | p. 230 |
| Followup | p. 232 |
| Featured Case: Shield Financial: "Training Woes" | p. 235 |
| Leadership | p. 237 |
| Leading the Independent Spirit | p. 237 |
| Leadership | p. 239 |
| Team Exercise: "Avoiding a Bidding War" | p. 243 |
| Effective Leadership Styles | p. 243 |
| Important Leadership Functions | p. 245 |
| Sales Force Personnel Issues | p. 251 |
| Featured Case: Shield Financial: "Confidential Documents" | p. 258 |
| Ethical Leadership | p. 259 |
| Why Ethics Are Important | p. 259 |
| Principles of Ethical Decision Making | p. 261 |
| Making Decisions on Ethical Problems | p. 263 |
| Common Sales Ethics Issues | p. 265 |
| Team Exercise: "Customer Gifts versus Company Policy" | p. 266 |
| Team Exercise: "Special Support" | p. 269 |
| Government Regulation | p. 270 |
| Building A Sales Ethics Program | p. 271 |
| Featured Case: Shield Financial: "Overheard Trade Secrets" | p. 276 |
| Motivating Salespeople | p. 277 |
| The Drive To Excel | p. 277 |
| What Is Motivation? | p. 278 |
| A Model of Motivation | p. 283 |
| Team Exercise: "Expectancy Theory" | p. 286 |
| Self-Management | p. 286 |
| Quotas | p. 287 |
| Team Exercise: "Sales and the Web" | p. 292 |
| Incentive Programs | p. 293 |
| Recognition Programs | p. 294 |
| Featured Case: Shield Financial: "Motivation and Role Conflict" | p. 299 |
| Compensating Salespeople | p. 301 |
| Compensation Objectives | p. 301 |
| Team Exercise: "Changing Sales Compensation Plans" | p. 303 |
| Compensation Methods | p. 303 |
| Team Exercise: "Incentives for Team Selling" | p. 311 |
| Expense Accounts and Benefits | p. 312 |
| Assembling the Plan | p. 314 |
| Evaluating the Plan | p. 316 |
| Featured Case: Shield Financial: "The Elusive Commission-Now You See It, Now You Don't" | p. 320 |
| Evaluating Performance | p. 323 |
| Sales Performance Review | p. 323 |
| The Big Picture | p. 325 |
| Expense Analysis | p. 326 |
| Evaluating Salespeople | p. 327 |
| Team Exercise: "Evaluating for Profit" | p. 328 |
| Behavior-Based Evaluation | p. 330 |
| Outcome-Based Evaluations | p. 332 |
| Team Exercise: "Measuring More Than Sale Quotas." | p. 333 |
| Using Models for Evaluation | p. 335 |
| Featured Case: Shield Financial: "Missed Quota" | p. 345 |
| Notes | p. 346 |
| Cases Analysis | p. 361 |
| The Case Method | p. 363 |
| Adams Brands | p. 366 |
| Arapahoe Pharmaceutical Company | p. 371 |
| Atomic Company | p. 375 |
| Conner Labs Corporation | p. 380 |
| Crestfield Furniture (A) | p. 387 |
| Crestfield Furniture (B) | p. 395 |
| Dave MacDonald's Ethical Dilemmas | p. 397 |
| Erekson Industrial Supply | p. 400 |
| First National Bank | p. 402 |
| General Electric Appliances | p. 409 |
| Hanover-Bates Chemical Corporation | p. 417 |
| Hyde-Phillip Appliances | p. 420 |
| Inject Plastics | p. 422 |
| Milligan Pharmaceuticals | p. 424 |
| National Mutual Funds | p. 430 |
| Power and Motion Industrial Supply | p. 441 |
| Quado Systems Group | p. 445 |
| Romano Pitesti | p. 451 |
| Skata, Inc. | p. 454 |
| Tekspan Corporation | p. 458 |
| The Sullivan Group (A) | p. 461 |
| The Sullivan Group (B) | p. 463 |
| Venture Insurance Corporation | p. 465 |
| White Electronics | p. 473 |
| Winston Liu, Bookman | p. 477 |
| Credits | p. 481 |
| Key Term and Subject Index | p. 485 |
| Author Index | p. 493 |
| Company Index | p. 497 |
| Case Index | p. 499 |
| Table of Contents provided by Ingram. All Rights Reserved. |
William L. Cron received his BSBA from Xavier University and his MBA & DBA from Indiana University. He’s a Professor of Marketing at the M.J. Neeley School of Business at Texas Christian University. His areas of expertise and research are Sales Management Issues, Marketing Strategy—Planning for Growth & Profits, and Wholesaling Management Issues. He’s received the following awards: Graduate Teaching Award – Electives, M. J. Neeley School of Business, 2003, Carl Sewell Distinguished Service to the Community Award, Edwin L. Cox School of Business, 1999., Excellence in Manuscript Reviewing Award, the Journal of Personal Selling and Sales Management, 1994., Nominated for Jagdesh N. Sheth Award for Best Articles, Journal of the Academy of Marketing Science, 1993. Bill has also done consulting with companies such as American Association for HomeCare, Baylor Health System, Bristol- Myers Squibb, and GTE.
Related Products
Outlines and Highlights for Sa...
Please wait while this item is added to your cart...
