01474cam a2200385 i 4500 000049661 9671 20051111144143.0 010406b2000 vm 000 eng 0471388807 IRC IRC IRC eng 658.81 DA-D Dalrymple, Douglas J. Sales management : concepts and cases / Douglas Dalrymple, William Cron and Thomas Decarlo. 7th ed. Chichester : John Wiley and Sons, 2000. 585 p. ; 26cm. Sales management functions and strategies: introduction to selling and sales management; strategic planning and budgeting. Developing the selling function: personal selling; account relationship management; territory management; sales ethics. Sales goals and structure: estimating potentials and forecasting sales; organization; territory design. Building a sales program: recruiting and selecting personnel; sales training; leadership; motivating sales training... Management. Sales management. Sales management. Sales management Case studies. Cron, William. Decarlo, Thomas. DUT From the UDN01 Monograph Printed language Mạng thư viện Đại học Đà Nẵng