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Sales Management: Concepts and Cases[销售管理：概念与案例]

Sales Management: Concepts and Cases[销售管理：概念与案例]

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作者: William L. Cron 著

出版社: Wiley

出版时间: 2009-02

版次: 10

ISBN: 9780470418895

定价: 1148.30

装帧: 平装

页数: 472页

正文语种: 英语

分类: 外文古旧书>英文书>经济

1人买过

Dalrymples Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, theyll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material will empower sales managers to build a sales force, manage strategic relationships, and motivate the sales team. 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.
内容简介:
Dalrymples Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, theyll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material will empower sales managers to build a sales force, manage strategic relationships, and motivate the sales team.
作者简介:
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.

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