Sales management: concepts and cases
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York [u.a.]
Wiley
1995
|
| Ausgabe: | 5. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XVI, 798 S. Ill., graph. Darst., Kt. |
| ISBN: | 0471055484 |
Internformat
MARC
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| 100 | 1 | |a Dalrymple, Douglas J. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Sales management |b concepts and cases |c Douglas J. Dalrymple ; William L. Cron |
| 250 | |a 5. ed. | ||
| 264 | 1 | |a New York [u.a.] |b Wiley |c 1995 | |
| 300 | |a XVI, 798 S. |b Ill., graph. Darst., Kt. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 7 | |a Vendas e vendedores |2 larpcal | |
| 650 | 7 | |a Verkooporganisatie |2 gtt | |
| 650 | 4 | |a Sales management | |
| 650 | 4 | |a Sales management -- Case studies | |
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| 689 | 0 | 1 | |a Management |0 (DE-588)4037278-9 |D s |
| 689 | 0 | |5 DE-604 | |
| 700 | 1 | |a Cron, William L. |e Verfasser |4 aut | |
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Datensatz im Suchindex
| _version_ | 1804124686929362944 |
|---|---|
| adam_text | Brief Contents
? PART I SALES MANAGEMENT FUNCTIONS AND STRATEGIES 1
CHAPTER 1 Introduction to Selling and Sales Management 3
CHAPTER 2 Strategic Planning and Budgeting 45
? PART II DEVELOPING THE SELLING FUNCTION 93
CHAPTER 3 Personal Selling 95
CHAPTER 4 Account Relationship Management 167
CHAPTER 5 Territory Management 224
CHAPTER 6 Sales Ethics 277
? PART III SALES GOALS AND STRUCTURE 319
CHAPTER 7 Estimating Potentials and Forecasting Sales 321
CHAPTER 8 Organization 363
? PART IV BUILDING A SALES PROGRAM 415
CHAPTER 9 Recruiting and Selecting Personnel 417
CHAPTER 10 Sales Training 466
CHAPTER 11 Territory Design 515
? PART V LEADING AND MOTIVATING THE SALES FORCE 549
CHAPTER 12 Leadership 551
CHAPTER 13 Motivating Salespeople 612
CHAPTER 14 Compensating Salespeople 664
CHAPTER 15 Evaluating Sales Force Performance 709
CHAPTER 16 Evaluating and Controlling Salespeople 759
APPENDIX A Role Play Guidelines A l
APPENDIX B Getting a Job in Sales A 2
Key Term Subject Index M
Author Index 1 3
Company Index I 7
Case Index 1 8
x
Contents
?PART I
1 rv *Sl * Sales Management in Action 2 1: Sales as
SALES MANAGEMENT FUNCTIONS an Internal Position 49
AND STRATEGIES 1 o, , . y , , n, . c,
Strategic Marketing Planning 53
CHAPTER , introduction to 8e,Hng ?^ eTL *
and Sales Management 3 Tota, Oua]lty Management: Strategy
Selling and Sales Management 4 Execution 66
The Sales Management Process 4 Ethical Situations 68
Sales Management in Action 1 1: Selling in C s k s
Other Countries 7 2 1 BSI 73
Changes in the Marketplace 12 2 2 Grasse Fragrances SA 78
Total Quality Management 14 2 3 Shanandoah Industries (A) 86
The Field Sales Manager s Job 15
Sales Management in Action 1 2: Turning It
Around in Cleveland 16
? PART II
Sales Management in the 1990s: What Does DKVKij0P|1 G THE SKLIJ! G
It Take toW,n? 17 FUNCTION 93
Career Paths 20
Experiential Exercise 25 XCHAPTER 3 Personal Selling 95
(, A ,, s Selling to the CEO 96
1 „„ Basic Types of Selling Processes 97
1 1 The Case Method 27 Locating and Qualifying Prospects 99
1 2 Salco Chemicals S.A. 30
1 3 Fuller Brush Company 33 Sal s Management in the 1990s: 3 1:
1 4 Green Acres Seed Company 36 A Perfect 10 100
Sales Management in the 1990s: 3 2:
i*,.. .n™.,n n o» . i ... i ^ Would You Sell to Crooks? 102
^CHAPTER 2 Strategic Planning and
Budgeting 45 Sales Management in the 1990s 3 3: Are
Strategic Management Planning 47 They Hot, Warm, or Cold ? 104
vi
Xil CONTENTS
Precall Planning 105 Sales Management in Action 4 1: How Many
The Approach/Relating 108 People Does It Take to Buy a Window? 176
Sales Management in the 1990s 3 4: Relationship Binders 181
Are You a Salesperson? 108 Sales Management in Action 4 2: National
Sales Management in Action 3 1: CuIture and SellinZin France W3
You re Not Prepared! You Don t Listen! Ethical Situations 184
You Promised! 110 Total Quality Management: Cross Functional
Customer Needs Discovery 111 Teams 184
The Presentation 114 Experiential Exercise 188
Appendix: Buying a Test Stand 188
Sales Management Technology 3 1:
High Tech Sales Aids 116 Casks
Sales Management in Action 3 2: The Stuff 4 1 Hassler Howard, Inc. 191
Is No Good 118 4 2 Pepe Jeans 204
ii jr r»K *¦ ,,r, 4 3 The Centrust Corporation 211
Handling Objections 119
Closing 121
Follow Up 124 CHAPTER 5 Territory
Sales Management in Action 3 3: Management 224
What Would You Say If Called an Allocating Time at IBM 225
Okyaku Sama ? 126 Sales Force Productivity 226
Computers and Personal Selling 127 Sales Management in Action 5 1:
Sales Management Technology 3 2: Road Warriors 228
How to Save 5 Hours a Week or Do 10 Days Minimum Account Size 229
of Work in 15 Minutes 128 Account Analysis and Time Allocation 233
„ ._ , „ „ Managing Territory Profitability 240
Sales Management Technology 3 3: Terrl Co e 241
A Mobile Office 129 Personal Time Management 245
Total Quality Management 131 Management s Role 247
Experiential Exercise 134 Sales Managemenl ,„ Action 5.2. One of
the Most Important Things a Sales Manager
i] v s |: s Does 248
3 1 Global Marketing Costa, S.A. 137
3 2 Royal Corporation 148 C A s K s
3 3 Mediquip S.A. 161 5 1 Parker Perfume 255
5 2 Hanovkr Bates Chemical
Corporation 259
CHAPTER 4 Account Relationship 5 3 Zygar Pharmaceuticals 263
Vlanagement 167
„ t 1CO CHAPTER 6 Sales Ethics 277
Partners 168
Organizational Purchasing Process 169 Why is Sales Ethics Important? 278
Buying Center 173 Modeling Ethical Behavior? 278
Building Relationships 175 Whose Ethics are Relevant? 279
CONTENTS iil
Sales Management in Action 6 1: 7 3 Bates Industrial Supply 361
Overselling at Sears 280
Making Decisions on Ethical Problems 284 CHAPTER 8 Organization 363
Common Sales Ethics Issues 286 Using National Account Managers 364
Sales Management in Action 6 2: Handling Organizational Principles 364
Sexual Harassment 288 Specialization 368
Sales Management in Action 6 3: The Ethics Sa!f* ^ a^menl in Action 8 1:
of Selling infant Formula 292 What, Another One? 372
Whistleblowing 293 Major Accounts Program 374
Government Regulation 294 Sales Management in Action 8 2:
Building a Sales Ethics Program 296 What More Can We Do for You? 374
Experiential Exercise 301 Telemarketing 376
C s i: s Sales Management in Action 8 15: How Many
6 1 Topnotch Investment Company 303 Salespeople Are Enough? 379
6 2 Texxon Oil Company 307 Independent Sales Agents 380
6 3 Dave MacDonald s Ethical .•».«,.
_ „.„ Sales Management in ( lion 8 4:
Dilemmas 313 „ „ , „ , _„.
6 4 Eth,Cs A Computer Case 317 Prom Employee to Partner 381
Number of Salespeople 383
Evolving Sales Force Organizations 385
Sales Managemenl in ction8 [ :
? PART III What? Only a 20 PercentRaise? 386
SALKS GOALS AM) STRl(711 RK 319 Ethical Situations 388
Role Play
CHAPTER 7 Estimating Potentials 8 1 Damage Control 391
and Forecasting Sales 32 1 8 2 How Can You Do This to Me? 392
Using Potentials Data 322 (; s i: s
What is Market Potential? 322 ^ 3M fjANAI)A 394
Subjective Sales Forecasting 329 8.2 jiN|ra) TlRK CoWAVl 405
Sales Managemenl in lion 7 1: 8 3 Shanandoaii Industries (B) 407
Forecasting Industrial Sales 332 8 4 MPM Corporation 409
Objective Sales Forecasting 333
MAPE 336
Sales Management Tools 7 1: Commercial ?PART IV
Forecasting Programs 342 BULDING SXLI S I»ROGR M 4 I T
Selecting Forecasting Methods 344
Ethical Issues 345 CHAPTER 9 Recruiting and Selecting
^ x s 1 s Personnel 417
7 1 Parker Computer 350 Recruiting at Procter Gamble 418
7 2 Mead Products 353 Planning Cycle 419
XiV CONTENTS
Sales Management in Action 9 1: Everything Casks
Will Be All Right 427 1CM westinghouse Electric
Recruiting 427 Corporation 496
Selecting Prospects 431 10 2 Sandwell Paper Company 503
Sales Management in Action 9 2: Why Did 10 3 Kalo Laboratories 511
You Do That? 439 CHAPTER 11 Territory Design 515
Validating the Hiring Process 443
Sales Management in Action 9 3: ™e T^Jer?to*~ ^*f ™
Who Should We Hire in Belgium? 444 WhyUseTerntor.es? 516
„,.,„. . ..^ Sales Management in Action 11 1:
Ethical Situations 445 _ ., . . _ . „.„
Territories by Design 517
Role Play Territory Design Procedures 520
9 1 Which One to Pick 448 Designing Territories by Computer 529
9 2 An Offer I Couldn t Refuse 449 Sales Management in Action 11 2:
Experiential Exercise 450 Interactive Mapping Programs 530
Cases Territory Assignments and Adjustments 531
9 1 Adams Brands 453 Ethical Issues 532
9 2 Allied Food Distributors 459 Role Play
9 3 Delta, Inc. 462 1M SimE Three 535
C A S V. S
CHAPTER 10 Sales Training 46(i Garrett Truck Co. Ltd. 537
11 2 D. F. Hardware Company 540
Sales Training at Merck 467 11 3 Kent Plastics 544
Why Train Salespeople? 468
Sales Management in Action 10 1: Getting a y
Quick Start 469 ? P A R T V *
Assessing Training Needs 471 LEADING AND MOTIVATING
How Much to Spend 475 THtj »ALES K)KCh 549
Developing the Training Program 477
CHAPTER 12 Leadership 551
Sales Management in Action 10 2:
They Really Paid Attention 485 Where is Richard Waxier? 552
Evaluating Sales Training 486 Leadership? 553
Follow Up 487 Leadership Styles 556
Developing Salespeople 488 Team Building 561
Ethical Situations 489 Sales Management in Action 12 1: The Case
TQM: Improving Teamwork 489 tor Effective Team Building 562
Role Play Sales Management in Action 12 2:
10 1 The Greatest Product Since Sliced Why Teams Don t Work 565
Bread 492 External System 565
Experiential Exercise 493 Coaching 566
CONTENTS XX
Sales Meetings 569 CHAPTER 14 Compensating
TQM Concepts 572 Salespeople 664
Sales Management in Action 12 3: Goals Deflne compensation Plans 665
It s Always Something 573 Establish Objectives 666
Sales Force Personnel Issues 574 Sales Management in Actlon u.,:
Sales Management in Action 12 4: Best for Designing Compensation Plans to Cut
Working Mothers 581 Turnover 667
Ethical Situations 583 Compensation Methods 669
Role Play Sales Management in Action 14 2: Rewards
An A TT7 „ T _ ___ for Team Selling 676
12 1 Why Me, Lord? 588 6
r s K s Sales Management in Action 14 3:
Dell s Drive for ProMs 677
12 1 First National Bank 592
12 2 Romano P.test. 600 Setting Pay Levels 678
12 3 Sierra Chemical Company 604 Expense Accounts and Fringe Benefits 678
Sales Management in Action 14 4:
Controlling T E by Computer 680
CHAPTER 13 Molhaling Assembling the Plan 682
Salespeople 612 Ethical Issues 684
„,. , Experiential Exercise 688
The President s Club 613
What is Motivation? 614 Role Play
Individual Needs 615 DEC Joins the Rest of the World 688
Sales Management in Action 13 1: ^ s i s
The Chinese Needs Hierarchy 617 r^n
14 1 D. H. Hovvden Co. Ltd. 690
A Model of Motivation 620 14.2 Power Motion Indi strial
Behavioral Self Management 623 Supply, Inc. 696
Quotas 624 14 3 Webb Testing 700
Incentive Programs 631
Recognition Programs 634 ^u»dtud in i i •• l; i i
b CHAPTER 15 Initiating Sales I one
Sales Management in Vction 13 2: Why PeiTormaiue 70f
Incentive Plans Cannot Work 637
„„_ Trends in Sales Force Productivity 710
Ethical Situations 637 Sales Performance Analysis 710
Role Play Sales Management in ct ion 15 1: I sing
13 1 This Is Going to Cost Me My Computers to Improve Productivity 712
Job 640 Cost Analysis 719
Experiential Exercise 642 Profitability Analysis 721
C s i; s Sales Management in ction 15 2:
13 1 Vista Investments Canada Ltd. 644 Controlling Selling Costs 723
13 2 General Electric Appliances 649 Fleet Car Management 726
13 3 McGee Metals 658 Ethical Issues 728
XVi CONTENTS
Role Play Ethical Issues 779
Which Profits? 731 Experiential Exercise 782
C A s E s Role Play
15 1 Paul Gordon Representatives, , ^^ These Sales Figures Stink ?83
15 2 Capree Manufacturing, Inc. 742 C ses
15 3 Dunker Company 751 16 1 York Electronics 786
16 2 Heating Appliances Ltd. 790
CHAPTER 16 Evaluating and 16 3 Abbott, Inc. 792
Controlling Salespeople 759 16 4 Sales Management Simulation 796
What Control Factors are Important? 760
OI „ . . . .. «c APPENDIX A Role Play Guidelines A l
Sales Management in Action 16 1: J
Rewarding Successful Salespeople 761 APPENDIX B Getting a Job in Sales A 2
Current Evaluation Practices 762 Key Term Subject Index 1 1
Behavior Based Control Systems 764 _
Results Oriented Control Systems 772 Autlior index l S
Models Combining Input and Output Company Index 1 7
Controls 775 Case Index 1 8
|
| any_adam_object | 1 |
| author | Dalrymple, Douglas J. Cron, William L. |
| author_facet | Dalrymple, Douglas J. Cron, William L. |
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| callnumber-subject | HF - Commerce |
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| classification_tum | WIR 538f |
| ctrlnum | (OCoLC)31010612 (DE-599)BVBBV010272044 |
| dewey-full | 658.8/1 658.8/120 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
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| dewey-search | 658.8/1 658.8/1 20 |
| dewey-sort | 3658.8 11 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 5. ed. |
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| id | DE-604.BV010272044 |
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| indexdate | 2024-07-09T17:49:37Z |
| institution | BVB |
| isbn | 0471055484 |
| language | English |
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| spelling | Dalrymple, Douglas J. Verfasser aut Sales management concepts and cases Douglas J. Dalrymple ; William L. Cron 5. ed. New York [u.a.] Wiley 1995 XVI, 798 S. Ill., graph. Darst., Kt. txt rdacontent n rdamedia nc rdacarrier Vendas e vendedores larpcal Verkooporganisatie gtt Sales management Sales management -- Case studies Management (DE-588)4037278-9 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf (DE-588)4522595-3 Fallstudiensammlung gnd-content Verkauf (DE-588)4117346-6 s Management (DE-588)4037278-9 s DE-604 Cron, William L. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006833427&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Dalrymple, Douglas J. Cron, William L. Sales management concepts and cases Vendas e vendedores larpcal Verkooporganisatie gtt Sales management Sales management -- Case studies Management (DE-588)4037278-9 gnd Verkauf (DE-588)4117346-6 gnd |
| subject_GND | (DE-588)4037278-9 (DE-588)4117346-6 (DE-588)4522595-3 |
| title | Sales management concepts and cases |
| title_auth | Sales management concepts and cases |
| title_exact_search | Sales management concepts and cases |
| title_full | Sales management concepts and cases Douglas J. Dalrymple ; William L. Cron |
| title_fullStr | Sales management concepts and cases Douglas J. Dalrymple ; William L. Cron |
| title_full_unstemmed | Sales management concepts and cases Douglas J. Dalrymple ; William L. Cron |
| title_short | Sales management |
| title_sort | sales management concepts and cases |
| title_sub | concepts and cases |
| topic | Vendas e vendedores larpcal Verkooporganisatie gtt Sales management Sales management -- Case studies Management (DE-588)4037278-9 gnd Verkauf (DE-588)4117346-6 gnd |
| topic_facet | Vendas e vendedores Verkooporganisatie Sales management Sales management -- Case studies Management Verkauf Fallstudiensammlung |
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