Dalrymple's Sales Management PDF Download
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Author: William L. Cron
Publisher: Wiley Global Education
ISBN: 1119110874
Category : Business & Economics
Languages : en
Pages : 521
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Book Description
Dalrymple?s 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, they?ll 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.
Author: William L. Cron
Publisher: Wiley Global Education
ISBN: 1119110874
Category : Business & Economics
Languages : en
Pages : 521
Get Book Here
Book Description
Dalrymple?s 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, they?ll 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.
Author: Douglas J. Dalrymple
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 710
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Book Description
This introduction to the role and responsibilities of the sales manager includes 45 case studies. Intended for Junior/Senior level and MBA courses, the book focuses on the activities of first-line field sales managers. Provides the instructor and student with a combination of pedagogical/learning devices, including text, case studies, problems, experiential exercises, and sales management simulation. The new model on the sales management process in this edition helps students integrate material. Chapters on personal selling, ethics, and industrial selling are included. Text includes: key words, glossary, learning objectives, flow charts, illustrations, chapter summaries, and review sections.
Author: William L. Cron
Publisher: John Wiley & Sons
ISBN: 9788126516858
Category :
Languages : en
Pages : 568
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Book Description
Dalyrymple s Sales Management is known for its friendly, real-world and practical approach to the concept of sales management. It introduces readers to the issues, strategies and relationships that relate to the job of managing a sales force and helping them sell. 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. Exercises are included with the case study to help readers begin to think critically about how to utilize the information discussed.· Introduction to Selling and Sales Management· Strategy and Sales Program Planning· Sales Opportunity Management· Account Relationship Management· Customer Interaction Management· Sales Force Organization· Recruiting and Selecting Personnel· Sales Training· Leadership· Ethical Leadership· Motivating Salespeople· Compensating Salespeople· Evaluating Performance
Author: Joseph F. Hair, Jr.
Publisher: John Wiley & Sons
ISBN: 1119702836
Category : Business & Economics
Languages : en
Pages : 544
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Book Description
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Author: Robert G Dean
Publisher: World Scientific Publishing Company
ISBN: 9814365696
Category : Technology & Engineering
Languages : en
Pages : 369
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Book Description
This book is intended as an introduction to classical water wave theory for the college senior or first year graduate student. The material is self-contained; almost all mathematical and engineering concepts are presented or derived in the text, thus making the book accessible to practicing engineers as well.The book commences with a review of fluid mechanics and basic vector concepts. The formulation and solution of the governing boundary value problem for small amplitude waves are developed and the kinematic and pressure fields for short and long waves are explored. The transformation of waves due to variations in depth and their interactions with structures are derived. Wavemaker theories and the statistics of ocean waves are reviewed. The application of the water particle motions and pressure fields are applied to the calculation of wave forces on small and large objects. Extension of the linear theory results to several nonlinear wave properties is presented. Each chapter concludes with a set of homework problems exercising and sometimes extending the material presented in the chapter. An appendix provides a description of nine experiments which can be performed, with little additional equipment, in most wave tank facilities.
Author: Mary Dalrymple
Publisher: BRILL
ISBN: 184950010X
Category : Language Arts & Disciplines
Languages : en
Pages : 498
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Book Description
Presents an overview and introduction to Lexical Functional Grammar (LFG), a theory of the content and representation of different aspects of linguistic structure and the relations that hold between them. This book also presents a theory of semantics and the syntax-semantics interface.
Author: Ben Carlson
Publisher: John Wiley & Sons
ISBN: 1119605164
Category : Business & Economics
Languages : en
Pages : 198
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Book Description
Learn financial and business lessons from some of the biggest frauds in history Why does financial fraud persist? History is full of sensational financial frauds and scams. Enron was forced to declare bankruptcy after allegations of massive accounting fraud, wiping out $78 billion in stock market value. Bernie Madoff, the largest individual fraudster in history, built a $65 billion Ponzi scheme that ultimately resulted in his being sentenced to 150 years in prison. People from all walks of life have been scammed out of their money: French and British nobility looking to get rich quickly, farmers looking for a miracle cure for their health ailments, several professional athletes, and some of Hollywood’s biggest stars. No one is immune from getting deceived when money is involved. Don’t Fall For It is a fascinating look into some of the biggest financial frauds and scams ever. This compelling book explores specific instances of financial fraud as well as some of the most successful charlatans and hucksters of all-time. Sharing lessons that apply to business, money management, and investing, author Ben Carlson answers questions such as: Why do even the most intelligent among us get taken advantage of in financial scams? What make fraudsters successful? Why is it often harder to stay rich than to get rich? Each chapter in examines different frauds, perpetrators, or victims of scams. These real-life stories include anecdotes about how these frauds were carried out and discussions of what can be learned from these events. This engaging book: Explores the business and financial lessons drawn from some of history’s biggest frauds Describes the conditions under which fraud tends to work best Explains how people can avoid being scammed out of their money Suggests practical steps to reduce financial fraud in the future Don’t Fall For It: A Short History of Financial Scams is filled with engrossing real-life stories and valuable insights, written for finance professionals, investors, and general interest readers alike.
Author: Carola Dunn
Publisher: Minotaur Books
ISBN: 1429931434
Category : Fiction
Languages : en
Pages : 245
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Book Description
It's Spring 1923 and love is in bloom as the Honourable Phillip Petrie finds himself totally smitten with Miss Gloria Arbuckle, daughter of an American millionaire. But before the enthusiastic suitor can pop the question, his beloved is abducted by kidnappers. As Gloria's distraught father begins assembling the ransom, Phillip enlists his childhood friend, the Honourable Daisy Dalrymple to help him recover his missing sweetheart. Strictly forbidden to contact the police, Daisy must resist the temptation to bring her occasional collaborator Scotland Yard's Detective Chief Inspector Alec Fletcher into the case. But as she closes in on the abductors' rural hideway, she begins to suspect that Gloria isn't the only fair damsel whose life hangs in the balance...
Author: Fredrik Eklund
Publisher: Penguin
ISBN: 0698191609
Category : Self-Help
Languages : en
Pages : 251
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Book Description
The nation’s #1 real estate broker and star of Bravo’s Million Dollar Listing New York shares his secrets for superstar success and getting what you want out of life—no matter who you are or what you do. Ten years ago, Fredrik Eklund moved to New York City from his native Sweden with nothing but a pair of worn-out sneakers and a dream: to make it big in the city that never sleeps. Since then, he’s become the top seller in the most competitive real estate market on the planet, brokering multimillion-dollar deals for celebrities, selling out properties all over the city, and charming audiences around the world as one of the stars of the hit Bravo series Million Dollar Listing New York. Now, for the first time, Fredrik shares his secrets so that anyone can find success doing what they love. According to Fredrik, even if you don’t consider yourself a salesperson, you’ve been in sales your whole life because every day you are selling your most important asset: yourself. Whenever you influence, persuade or convince someone to give you something in exchange for what you’ve got—whether it’s a luxury home, a great idea at work, or your profile on Match.com—you are selling. And if you know how to sell the right way, you can live your dream. That is what The Sell is all about. Blending personal stories, hilarious anecdotes, and the expertise he’s gained from his meteoric rise, Fredrik has written the modern guide on becoming successful, a book that tells you how to recognize and cultivate your true talents and make the ultimate sell. From the importance of being your most authentic self to looking like a million bucks even if you don’t have a million bucks (yet!), he shows how intangible factors like personality and charm can get you noticed and make you shine. He also shares his tips and tricks for preparing, persuading, and negotiating so that in any of life’s dealings, you’ll come out a winner. Whether you work on Wall Street or at Wal-Mart, aim to become the top seller at your company or want to impress a first date, The Sell will help you have more personal and professional success, lead a rich and fulfilling life, and have fun along the way.
Author: Carl Reader
Publisher: Kogan Page Publishers
ISBN: 1789666422
Category : Business & Economics
Languages : en
Pages : 265
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Book Description
WINNER: Independent Press Awards 2021 - Business: Entrepreneurship & Small Business HIGHLY COMMENDED: Business Book Awards 2021 - Start up/Scale up Do you dream of ditching the day job, doing your own thing and being your own boss? Are you ready to Boss It? In this invigorating and highly practical book, serial entrepreneur Carl Reader provides exactly the fire and guidance you need to get started. Designed to cut through the business jargon, this handy guide will take you through everything you need to establish and run your own business - from the mindset it takes to turn a dream into a plan, to the need-to-know practical stuff for running and growing a business. Featuring case studies, templates and exercises to help you put what you read into action, and turn that dream into a reality, this motivational book will enable you to be your own boss, to take control of your income, your time and your life... and Boss It.
