by Dalrymple, Douglas J., Cron, William L.

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ISBN-13: 9780471055488
ISBN: 0471055484
Edition: 5
Publisher: Wiley & Sons, Incorporated, John

AUTHOR

Dalrymple, Douglas J., Cron, William L.

SUMMARY

Uses a comprehensive, up-to-date and practical approach to sales management. Each chapter begins with a narrative about an individual firm. Boxes highlight recent developments, topical issues and unique sales strategies. Special attention is paid to current topics on managing strategic account relationships, team development, work force diversity, Total Quality Management and ethical issues. This edition features 21 new cases, increasing the total number of cases to 49. Cases appear at the end of each chapter. Thoroughly updated tables, figures and references.Dalrymple, Douglas J. is the author of 'Sales Management:concepts+cases' with ISBN 9780471055488 and ISBN 0471055484.

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