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.

Wiley Pathways Selling

Business & Money

Dalrymple, Douglas J.

Hopkins, Tom

Cron, William L.

DeCarlo, Thomas E.

Marketing & Sales

wiley

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: Concepts and Cases

Sales Management: Concepts and Cases

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.

Management & Leadership

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.

Finance

Through five editions, this book has provided readers with a comprehensive, practical approach to sales management. Now the sixth edition continues that tradition with four new chapters on the sales function and coverage of the latest trends such as relationship marketing, team development and TQM.

Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Sales Management

Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

THE NEXT BEST THING TO ON-THE-JOB SALES MANAGEMENT EXPERIENCE User-friendly and highly practical, Dalrymple, Cron, and DeCarlo's Eighth Edition of their classic text will show you how to get out there, manage a sales force, and help them sell. You'll learn how to develop a sales force, manage strategic account relationships, and motivate your sales force. You'll also explore key issues and recent trends, such as team development, diversity in the work force, sales force automation, CRM, inside selling, and global selling. LEARN HOW TO THINK STRATEGICALLY. The text presents coverage of the role of strategic thinking and hoe the sales force helps in creating customer value and competitive advantage. The new edition incorporates the resource-based view of developing competitive advantage. ENHANCE YOUR DATA ANALYSIS SKILLSWITH EXCEL A functional understanding of Excel will equip you with a competitive advantage on the job, and that's why this text offers a wealth of Excel-based problems. APPLY WHAT YOU'VE LEARNED TO REAL-WORLD SALES MANAGEMENT DILEMMAS. After each detailed end-of-chapter case, you'll have the opportunity to apply what you've learned by resolving a realistic business dilemma. DEVELOP THE CORE COMPETENCIES THAT EVERY SALES MANAGER NEEDS The text focuses on sales management competencies--those core skills you need to be an outstanding sales manager in any setting. These competencies include: strategic action, global perspective, technology, self-management, coaching, and team building. MANAGE YOUR OWN VIRTUAL SALES FORCE Sales Management Simulation Software (sold separately) challenges you to manage your own sales department and make decisions on hiring, firing, training, sales contests, pricing, and assigning sales people to territories.

WIE Sales Management: Concepts and Cases

The authors not only provide students with the basics of sales management and what is involved in personal selling but also make it practical and interesting as well. Each chapter begins with short vignettes and features role-playing exercises to challenge and motivate pupils. Extensive references pertaining to the practice of major companies are extremely helpful when interviewing and add realism and credibility. New topics include: account and territory management, evaluating overall sales force performances, controlling individual salespeople and much more.

Sales Management Simulation - Participant's Manual

See the best price to sell, buy, or rent books by Cron, William L.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Cron, William L.

See the best price to sell, buy, or rent books by Cron, William L.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Wiley Pathways Selling

Dalrymple's Sales Management: Concepts and Cases

Sales Management: Concepts and Cases

Sales Management: Concepts and Cases

Sales Management: Concepts and Cases

Sales Management

Sales Management: Concepts and Cases

WIE Sales Management: Concepts and Cases

Sales Management: Concepts and Cases

Sales Management Simulation - Participant's Manual