Sales Management: Concepts and Cases

by William L. Cron, Douglas J. Dalrymple, Thomas E. DeCarlo

Book Overview

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...

• Format: Hardcover
• Language: English
• ISBN: 0471532495
• ISBN13: 9780471532491
• Release Date: January 1992
• Publisher: Wiley
• Length: 784 Pages

Customer Reviews

For academic use only

This book provides a wide view of sales management through the eyes of an academic. Very good for students and anyone who wants to know all about sales. However, this book is nothing more than all-the-theory-in-one-book for a professional. So: Good for students Good for the library Not really aiming at professionals

Magnificint Would Do :)

I have read this book myself cause I wanted to know more about Sales and it was a shock to find all what one needs. This book has helped me out a lot and I'm very thankfull.

Very clear and well written book

I'm a college student and this was the assigned text to read for my Sales Management class. This book was very easy to understand. The concepts were explained, so that even someone, such as myself who has zero experience in sales could understand what the authors meant. Most textbooks contain useless information, but this one had information that I could use in my life once I graduate from college (example: how to be a team builder and ways to approach being in sales).