Dalrymple's Sales Management: Concepts and CasesBOOK DETAILHardcover: 624 pages Publisher: Wiley; 9 edition (November 4, 2005) Language: English ISBN-10: 0471743194 ISBN-13: 978-0471743194 Product Dimensions: 8.3 x 0.9 x 10.1 inches Shipping Weight: 2.4 pounds (View shipping rates andpolicies) Customer Reviews: 5.0 out of 5 stars1 customer ratingBook DescriptionGet the hands-on experience you need to succeed Effective sales management not only helps companies gain advantagesover competitors; it also helps you gain key advantages in your personal career. With Dalrymple's Sales Management, 9thEdition, you'll learn how to get out there, manage a sales force, and help them sell. The authors show you how to developa sales force, manage strategic account relationships, and motivate your sales force. Now revised, this Ninth Editionpresents the latest findings in sales force management research, along with examples and stories of current salesmanagement practices. Dalrymple's Sales Management, 9th Edition will help you: * Think strategically about how to usethe sales force to create customer value and competitive advantages. * Enhance your data analysis skills with Excel,through a wealth of Excel-based problems. * Apply what you've learned to real-world sales management dilemmas and anew continuing case. * Develop the core competencies that every sales manager needs. * Implement specific salesmanagement tools for budgeting, sales forecasting, and designing sales territories.
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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.
An effective sales management process will encompass lead and opportunity management, sales forecasting, and reporting and management techniques that empower sales representatives to meet and surpass their targets.
A manager with an effective sales management model in place will give employees consistency and predictability in how they should plan and execute sales, help them to prioritise activities and link those activities to sales objectives.
A sales management system can drive team effectiveness by minimising admin tasks and centralising customer information. The system allows the sales manager to assign tasks to the right rep and prioritise good leads, as well as improving forecasting and analytics.The key benefits of a sales management system include:
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