Sales management:
Saved in:
| Main Authors: | , , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York
Wiley
2004
|
| Edition: | 8. ed., internat. ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XIX, 601 S. graph. Darst. |
| ISBN: | 047123060X 0471451711 |
Staff View
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Record in the Search Index
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| adam_text | Titel: Sales management
Autor: Dalrymple, Douglas J
Jahr: 2004
CONTENTS
o
cj
INTRODUCTION TO SELLINC AND SALES MANAGEMENT 1
Selling At Dell Computer 2
Personal Selling 3
A Changing Marketplace 4
The Sales Management Function 10
The Sales Management Activities 12
The Sales Management Competencies 14
Strategie Action Competency: Dimensions 15
Coaching Competency: Dimensions 17
Team-Building Competency: Dimensions 18
Self-Management Competency: Dimensions 20
Global Perspective Competency: Dimensions 21
Technology Competency: Dimensions 22
Career Paths 23
Cases 1-1 The Case Method 29
1-2 Moreguard Insurance 32
1-3 Arapahoe Pharmaceutical Company 37
STRATEGY AND SALES PROGRAM PLANNING 42
An Award-Winning Account 43
Business Strategy 45
Marketing Strategy 46
Strategie Action Competency: We Aren t Selling Lightbulbs 48
Strategie Implementation Decisions 49
Technology Competency: Too Many Software Acronyms 54
Sales Force Program Decisions 62
Global Awareness Competency: An International or a Global Company? 67
Team-Building Competency: An Advisory Board 68
Cases 2-1 Citibank 75
2-2 AT T 81
xv
XVI CONTENTS
SALES MANAGEMENT RESOURCE: ESTIMATING POTENTIALS AND
FORECASTING SALES 89
Why Forecast? 89
What is Market Potential? 89
Qualitative Sales Forecasting 92
Quantitative Sales Forecasting 94
Selecting Forecasting Programs 101
Cases F-l Parker Computer 105
F-2 Bates Industrial Supply 106
MANAGEMENT RESOURCE: SALES FORCE INVESTMENT AND
BUDGETING 108
Sales Force Investment 108
Developing a Sales Budget 116
Problems 119
CtfioP
SALES OPPORTUNITY MANAGEMENT 120
Allocating Time at IBM 121
A Process for Generating New Accounts 122
Managing Existing Accounts 126
Strategie Action Competency: Dell On-line 128
Strategie Action Competency: Firing Some of Your Customers 129
Team-Building Competency: How Cisco Is Partnering to Reach New
Customers 130
Coaching Competency: Intel: Salespeople Who Don t
Call on Customers 134
Sales Versus Profits 136
Time Management 138
Cases 3-1 Waverider Communications, Inc. 146
3-2 Hanover-Bates Chemical Corporation 158
O ACCOUNT RELATIONSHIP MANAGEMENT 162
Growing the Relationship 163
Purchasing Process 164
Buying Center 169
Coaching Competency: High Test Safety Shoes Company 171
Evolution of Relationships 173
Relationship Binders 174
Teamwork Competency: Marconi Communications 174
Global Perspective Competency: National Culture and Selling
in France 177
Strategie Action Competency: Eastman Kodak and IBM 179
Cases 4-1 RickFire 184
4-2 The Centrust Corporation 190
Q CUSTOMER INTERACTION MANAGEMENT 198
An Electronic SOS 199
Basic Types of Selling Models 200
Pre-Interaction Phase: Planning Skills 202
The Interaction Phase 205
CONTENTS XVU
Self-Management Competency: You re Not Prepared! You Don t Listen!
You Promised! 205
Needs Discovery Skills 208
Team-Building Competency: It Takes More Than One Person 209
Technology Competency: Five Weeks or a Few Minutes? 213
Post-Interaction Phase 217
Global Perspective Competency: What Would You Say If You Were
Called an Okyaku-Sama ? 219
Cases 5-1 Canterbury Bank and Trust Company 223
5-2 The Akili Systems Group 233
o
SALES FORCE ORGANIZATION 239
Hewlett-Packard Reorganizes 240
Generalist Versus Specialist Structures 241
Strategie Action Competency: When Computers Become Commodities 245
Strategie Account Management Program 247
Strategie Action Competency: CRI: Eliminating Some Customers 248
Telemarketing 250
Some Additional Issues 252
Independent Sales Agents 253
Emerging Sales Force Organization Issues 255
Team-Building Competency: Procter Gamble and Wal-Mart 257
Global Perspective Competency: Can We Do Your Manufacturing? 258
Self-Management Competency: Emerging Sales Competency Study 261
Cases 6-1 American Mutual Funds: Retail Services Division 265
Appendix A 274
Appendix B 276
6-2 Jefferson-Pilot Corporation 277
6-3 Atomic Company 288
MANAGEMENT RESOURCE: TERRITORY DESIGN 293
Three Reasons Why Proper Territory Alignment Is Important 293
When do Territories Need to be Realigned? 295
Territory Design Procedures 295
Designing Territories by Computer 304
Cases T-l D. F. Hardware Company 307
T-2 KentPlastics 311
RECRUITING AND SELECTING PERSONNEL 314
Prudential s Recruiting Process 315
Planning Process 316
Technology Competency: Minimizing Turnover with Sales
Force Automation 318
Strategie Action Competency: Finding and Attracting the Best at Cisco
Systems 319
Self-Management Competency: Understanding Your Tendencies 323
Recruiting 324
Selecting Prospects 327
Validating the Hiring Process 338
Global Perspective Competency: Selling Overseas Is a Complex
Endeavor 339
Cases 7-1 Fortress Electrical Tape Company 343
7-2 Adams Brands 349
XV1U CONTENTS
o
Q
Li
SALES TRAINING 354
Sales Training Goes Digital 355
Why Train Salespeople? 356
Planning for Sales Training 358
Strategie Action Competency: Getting Customers into the Act 359
Self-Management Competency: Whirlpool Gets Real with Customers 364
Technology Competency: Intranet Savings in Sales Training 369
Team-Building Competency: Getting Past the Review Board 370
Cases 8-1 Westinghouse Electric Corporation 377
8-2 Sandwell Paper Company 384
LEADERSHIP 391
Where Is Richard Waxler? 392
Leadership 392
Self-Management Competency: Sales Management Training for Sales
Managers 394
Strategie Action Competency: Power to the People 396
Effective Leadership Styles 397
Team Building 399
Team-Building Competency: The Case for Effective Team Building 400
Coaching 402
Sales Meetings 404
Sales Force Personnel Issues 407
Cases 9-1 First National Bank 415
9-2 Romano Pitesti 422
ETHICAL LEADERSHIP 426
Why Ethics Are Important 427
Modeling Ethical Behavior 428
Whose Ethics Are Relevant? 429
Self-Management Competency: Just Say Anything? 430
Making Decisions on Ethical Problems 432
Global Perspective Competency: Overseas Ethical Dilemmas 432
Common Sales Ethics Issues 435
Strategie Action Competency: TAP Pharmaceutical s TJnethical
Selling Culture 438
Whistle-Blowing 439
Government Regulation 440
Building a Sales Ethics Program 441
Cases 10-1 Dave MacDonald s Ethical Dilemmas 447
10-2 Texxon Oil Company 450
MOTIVATING SALESPEOPLE 456
The Drive to Excel 457
What Is Motivation? 457
Global Perspective Competency: Cultural Differences in Motivating Japanese
Salespeople 460
A Model of Motivation 463
Self-Management 465
Quotas 466
Incentive Programs 471
CONTENTS XIX
Team-Building Competency: The Plane Truth about Teamwork 472
Recognition Programs 474
Coaching Competency: Why Incentive Plans Cannot Work 475
Cases 11-1 HongKong Bank of Canada 481
11-2 General Electric Appliances 489
COMPENSATING SALESPEOPLE 497
Compensation Objectives 498
Compensation Methods 499
Coaching Competency: Warning: Pay Change on the Way. 506
Team-Building Competency: Xerox s Team-Focused Pay Plan 508
Strategie Action Competency: Aligning Compensation with Strategy 510
Expense Accounts and Benefits 511
Assembling the Plan 513
Evaluating the Plan 514
Technology Competency: Maximizing the Payoff from Information
Technology 514
Cases 12-1 Madison Fiber Corporation 522
12-2 Power and Motion Industrial Supply, Inc. 528
EVALUATING PERFORMANCE 532
Sales Performance Review 533
The Big Picture 534
Expense Analysis 536
Evaluating Salespeople 537
Behavior-Based Evaluation 538
Using Behavior-Based Systems 539
Strategie Action Competency: Reaching Out Beyond Sales Quotas 540
Technology Competency: Internet Shifts in Monitoring Salesperson
Activities 541
Team-Building Competency: Management by Objectives 541
Results-Based Evaluations 542
Using Models for Evaluation 545
Coaching Competency: Squashing the Quota System 550
Cases 13-1 York Electronics 556
13-2 Abbott, Inc. 560
References 565
Credits 583
Key Term and Subject Index 587
Author Index 595
Company Index 599
Case Index 601
m
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| spelling | Dalrymple, Douglas J. Verfasser aut Sales management Douglas J. Dalrymple ; William L. Cron ; Thomas E. DeCarlo 8. ed., internat. ed. New York Wiley 2004 XIX, 601 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Gestion des ventes rasuqam Sales Management Case studies Sales management Verkauf (DE-588)4117346-6 gnd rswk-swf Management (DE-588)4037278-9 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 De Carlo, Thomas E. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=013185735&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Dalrymple, Douglas J. Cron, William L. De Carlo, Thomas E. Sales management Gestion des ventes rasuqam Sales Management Case studies Sales management Verkauf (DE-588)4117346-6 gnd Management (DE-588)4037278-9 gnd |
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| title | Sales management |
| title_auth | Sales management |
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| title_full | Sales management Douglas J. Dalrymple ; William L. Cron ; Thomas E. DeCarlo |
| title_fullStr | Sales management Douglas J. Dalrymple ; William L. Cron ; Thomas E. DeCarlo |
| title_full_unstemmed | Sales management Douglas J. Dalrymple ; William L. Cron ; Thomas E. DeCarlo |
| title_short | Sales management |
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