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Sales Management, 8th Edition
Douglas J. Dalrymple, Indiana Univ.
William L. Cron, Texas Christian Univ.
Thomas E. DeCarlo, Iowa State Univ.
ISBN: 0-471-23060-X
©2004
624 pages
 

Description

Friendly, real-world and practical, Sales Management by Dalrymple, Cron and DeCarlo introduces the reader to the issues, strategies and relationships that relate to the job of managing a sales force and helping them sell. With an easy, lively style the book places special emphasis on developing a sales force program, managing strategic account relationships, team development, diversity in the work force, sales force automation, problem-solving skills, and financial issues.

Intended Courses:
Dept: Marketing
Course Name: Sales Management
Course Level: Soph/ Jr/ Sr and MBA level

  Wiley Home | Higher Education Home | Title Home | Student Companion Site Home

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Excel Templates for Problems    Sales Software Library (EXE format)

Sales Software Library (ZIP format)                                                     Addendum to Sales Simulation, 6.0 Participant's Manual

Sales Management, Seventh Edition
Douglas J. Dalrymple, Indiana University
William L. Cron , Southern Methodist University
Thomas DeCarlo, Iowa State University
ISBN: 0-471-38880-7
©2001

This title is available for purchase on Wiley's main website.
Sales Management, Seventh Edition
Dalrymple, Cron , DeCarlo
ISBN 0-471-38880-7, © 2001
Wiley Home | Higher Education Home | Title Home | Student Companion Site Home

Table of contents   Site map

Description

Dalrymple is a hands-on, comprehensive, up-to-date, and practical text. It is student friendly with many real-world examples presented in an easy to read style. The text contains stories that highlight recent developments, topical issues, and unique sales strategies. This text is truly a manual for how to get out there and manage a sales force and help them sell. Dalrymple places special emphasis on managing strategic account relationships, team development, diversity in the work force, sales force automation, problem solving skills, and financial issues. After students read about the issues they then apply what they have learned by resolving realistic business dilemmas in the end of chapter detailed cases. Also, the six key competencies have been integrated into each chapter. The revision fosters an even greater opportunity for conducting highly interactive class sessions with the development of 21 new In-Class Exercises, 78 new Building Your Competencies exercises, and 18 new Excel based problems.

Table of Contents

Part I: Sales Management Functions and Strengths

1. Introduction to Selling and Sales Management
2. Strategic Planning and Budgeting

Part II: Developing the Selling Function

3. Personal Selling
4. Account Relationship Management
5. Territory Management
6. Sales Ethics

Part III: Sales Goals and Structure

7. Estimating Potentials and Forecasting Sales
8. Organization
9. Territory Design

Part IV: Building a Sales Program

10. Recruiting and Selecting Personnel
11. Sales Training

Part V: Leading and Motivating the Sales Force

12. Leadership
13. Motivating Salespeople
14. Compensating Salespeople
15. Evaluating Performance

Appendix A: In-Class Exercises
Appendix B: Getting a Job in Sales

New to this Edition

• Six New cases; 31 cases total.
• Boxed Inserts in every chapter focusing on the Six Sales Management Competencies: Strategic Action, Coaching, Team-Building, Self-Management, Global Perspective, Technology Competency
• "Building Your Competencies" at the end of each chapter (six decision-oriented questions, one for each competency).
• New "Problems" section, incorporated Excel based problems.
• New "In Class Exercise" at the end of each chapter. Focus on people issues related to each chapter.
• Revised TQM principles integrated throughout the text, consistent with the integration of TQM by companies into their regular practices.
• Ethical discussion incorporated into the Self-Awareness Competency discussions.

Hallmark Features

• Easy to read style.
• Boxed inserts that highlight recent sales management trends, issues, or strategies, including technology issues.
• Many real-world examples.
• Case studies testing student on what they have learned—read and apply.

Supplements

Instructor

Video to Accompany Sales Management 7e
0-471-40931-6
 

Instructor's Resource Guide
0-471-40933-2
 

Sales Management Simulation Teacher's Manual 5e
0-471-41083-7
 

Sales Management Simulation 5e CD-ROM
0-471-44197-X
 

Student

Sales Management Simulation Participant's Manual
0-471-39756-3

Student Companion Site

 Excel Templates for Text Problems

Excel Templates for Cases

PowerPoint Slides

Welcome

Welcome to the Web site for Sales Management, Seventh Edition by Douglas J. Dalrymple, William L. Cron and Thomas DeCarlo. This Web site gives you access to the rich tools and resources available for this text. You can access these resources in two ways:

1. Using the drop-down menu at the top left, select a chapter. A list of resources available for that particular chapter will be provided.
    
2. Click the name of the resource you wish to use in the left navigation menu. This will allow you to access a particular resource section. You will then have the option of selecting resources within the section or going directly to a specific chapter.

( Please don't use the links to our server as they will not function. The same are available through each particular chapter through the links of the publisher. Sorry for the inconvenience..)

Excel Templates for Text Problems
requires Microsoft Excel viewer

Excel Templates for Text Problems

Part I: Sales Management Functions and Strengths

Part II: Developing the Selling Function

Part III: Sales Goals and Structure

Part IV: Building a Sales Program

Part V: Leading and Motivating the Sales Force

Excel Templates for Cases
requires Microsoft Excel viewer

Excel Templates for Cases

Part I: Sales Management Functions and Strengths

Part II: Developing the Selling Function

Part III: Sales Goals and Structure

Part IV: Building a Sales Program

Part V: Leading and Motivating the Sales Force

PowerPoint Slides

PowerPoint Slides

requires Microsoft PowerPoint Viewer

Table of Contents

Part I: Sales Management Functions and Strengths

Part II: Developing the Selling Function

Part III: Sales Goals and Structure

Part IV: Building a Sales Program

Part V: Leading and Motivating the Sales Force

Appendix A: In-Class Exercises
Appendix B: Getting a Job in Sales

Sales Management: Concepts and Cases, Sixth Edition
Douglas J. Dalrymple, Indiana University
William L. Cron, Southern Methodist University
ISBN: 0-471-19197-3
©1998
 

Description

Through five editions, this book has provided readers with a comprehensive, practical approach to sales management. Now the sixth edition continues that tradition with four new chapters on the sales function and coverage of the latest trends such as relationship marketing, team development, and TQM.

Presentation of selected material from each chapter. You can download and print out these slides to use for note taking and as a study. If you are a Windows user you will need the PowerPoint Viewer to view this online.

TTG Territory Mapping Program Helps students design new sales territories for Case 11-2 on a personal computer.   Sales Manager Software Assists students in performing a computer evaluation of individual salespeople in Cases 15-2 to 15-3.   Sales Call Planning Software Helps students use a computer to allocate sales calls to customers in Case 5-2. Forecasting Diskette The FORECAST program allows students to make projections to solve problems and case studies. Includes naive, moving average, exponential smoothing, projective, simple regression, and multiple regression techniques. Allows optimization of smoothing constants and the length of moving averages.   Lotus Templates This disk contains the Lotus Templates for use with Sales Management 6e by Douglas Dalrymple and William Cron.

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