( continued ) This case was prepared by Mark Adams , Mike Easey , and Harry Robinson of the University of Northumbria at Newcastle England . Copyright © 1991 by the University of Northumbria at Newcastle . Reproduced by permission .
Alan J. Dubinsky, Marvin A. Jolson, Ronald E. Michaels, Masaaki Kotabe, and Chae Un Lim, “Ethical Perceptions of Field Sales Personnel: An Empirical Assessment,” Journal of Sales & Marketing Management (Fall 1992), p. 18. 6.
Go Beyond the Classroom and Enter into a Future in Sales Management with this Complete Guide for Managing an Effective Sales Force Easily accessible, real-world and practical, the Tenth Edition of Dalrymple's Sales Management: Concepts and ...
Table of Contents " Introduction to Selling and Sales Management 1 Chief Sales Executive Forum 1 Personal Selling 3 A Changing Marketplace 4 The Sales Management Process 10 The Sales Management Competencies 12 Team Exercise: "Who to Promote ...
Go Beyond the Classroom and Enter into a Future in Sales Management with this Complete Guide for Managing an Effective Sales Force Easily accessible, real-world and practical, the Tenth Edition of Dalrymple's Sales Management: Concepts and ...
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...
With this new edition, Cron and DeCarlo also present a running case study throughout each chapter on Moreguard Insurance. The case study is used to show how key concepts are applied in the real world.