Dalrymple's sales management:
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Hoboken, NJ
Wiley
2006
|
| Edition: | 9. ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Item Description: | Bis 8. Aufl. u.d.T.: Dalrymple, Douglas J.: Sales management |
| Physical Description: | XX, 543 S. Ill., graph. Darst. |
| ISBN: | 0471743194 9780471743194 |
Staff View
MARC
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| 245 | 1 | 0 | |a Dalrymple's sales management |c William L. Cron ; Thomas E. DeCarlo |
| 246 | 1 | 3 | |a Sales management |
| 250 | |a 9. ed. | ||
| 264 | 1 | |a Hoboken, NJ |b Wiley |c 2006 | |
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Record in the Search Index
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|---|---|
| adam_text | BRIEF CONTENTS 1^1 Introduction to Selling and Sales Management 1
^J Strategy and Sales Program Planning 33
Sales Management Resource: Estimating Potentials and
Forecasting Sales 65
Sales Management Resource: Sales Force Investment and Budgeting 80
fFjk Sales Opportunity Management 93
JJ Account Relationship Management 120
J3 Customer Interaction Management 141
WM Sales Force Organization 166
Management Resource: Territory Design 192
Fl Recruiting and Selecting Personnel 206
£P Sales Training 235
JJ Leadership 258
Q Ethical Leadership 281
f*p Motivating Salespeople 300
¥* Compensating Salespeople 324
f^l Evaluating Performance 348
References 371
Case Analysis 389
Credits 525
Key Term and Subject Index 529
Author Index 537
Company Index 541
Case Index 543
CONTENTS
tF INTRODUCTION TO SELLING AND SALES MANAGEMENT 1
*** Selling at Dell Computer 1
Personal Selling 2
A Changing Marketplace 4
The Sales Management Process 10
Team Exercise: Who to Promote? 12
The Sales Management Competencies 12
Strategic Action Competency: Dimensions 14
Coaching Competency: Dimensions 15
Team Building Competency: Dimensions 16
Self Management Competency: Dimensions 19
Team Exercise: How to Handle Rumors 19
Global Perspective Competency: Dimensions 20
Technology Competency: Dimensions 22
Career Paths 22
Preparing for Sales Management Success 24
Featured Case: D M Insurance 27
Q STRATEGY AND SALES PROGRAM PLANNING 33
An Award Winning Account 33
Business Strategy 35
Marketing Strategy 37
Strategic Action Competency: We Aren t Selling Lightbulbs 38
Strategic Implementation Decisions 40
Team Exercise: Web Sales 44
Technology Competency: Too Many Software Acronyms 45
Sales Force Program Decisions 52
Team Exercise: Looking Forward to Next Year 54
Global Awareness Competency: An International or a Global Company? 58
Team Building Competency: An Advisory Board 59
Featured Case: D M Insurance: A Different Kind of Customer 64
SALES MANAGEMENT RESOURCE: ESTIMATING POTENTIALS AND
FORECASTING SALES 65
Why Forecast? 65
What is Market Potential? 65
Qualitative Sales Forecasting 68
Quantitative Sales Forecasting 70
MAPE 72
Selecting Forecasting Programs 77
Problems 78
SALES MANAGEMENT RESOURCE: SALES FORCE INVESTMENT AND
BUDGETING 80
Sales Force Investment 80
Developing a Sales Budget 88
f]| SALES OPPORTUNITY MANAGEMENT 93
Prioritizing Opportunities at Hill Rom 93
A Process for Generating New Accounts 95
Managing Existing Accounts 99
Strategic Action Competency: Dell On Line 101
Strategic Action Competency: Firing Some of Your Customers 102
Team Building Competency: How Cisco is Partnering to Reach New
Customers 103
Team Exercise: Working Hard or Working Smart?
Coaching Competency: Intel: Salespeople Who Don t Call on Customers 107
Sales Versus Profits 109
Team Exercise: Destructive Discounting 110
Time Management 111
Featured Case: D M Insurance: Lead Generation 118
fj ACCOUNT RELATIONSHIP MANAGEMENT 120
Growing the Relationship 120
Purchasing Process 122
Buying Center 127
Coaching Competency: High Test Safety Shoes Company 129
Team Exercise: Different Strokes 130
Evolution of Relationships 130
Relationship Binders 131
Team Exercise: A Favor 132
Global Perspective Competency: National Culture and Selling in France 133
Strategic Action Competency: Eastman Kodak and IBM 136
Featured Case: D M Insurance: A Customer Request
Q CUSTOMER INTERACTION MANAGEMENT 141
A Thirty Million Dollar Sale 141
Basic Types of Selling Models 143
Pre Interaction Phase: Planning Skills 145
The Interaction Phase 148
Self Management Competency: You re Not Prepared! You Don t Listen! You
Promised! 148
Team Exercise: Relating Skills 151
Needs Discovery Skills 151
Team Building Competency: It Takes More Than One Person 152
Technology Competency: Five Weeks or a Few Minutes? 156
Post Interaction Phase 159
Global Perspective Competency: A Longer Selling Cycle 161
Team Exercise: Unkept Promise 161
Featured Case: D M Insurance: A Vendor Problem 164
fl SALES FORCE ORGANIZATION 166
Xerox Reorganizes 166
Generalist Versus Specialist Structures 168
Strategic Action Competency: When Computers Become Commodities 172
Team Exercise: The Optimal Sales Organization 174
Strategic Account Management Program 175
Strategic Action Competency: CRI: Eliminating Some Customers 176
Telemarketing 178
Some Additional Issues 180
Independent Sales Agents 181
Emerging Sales Force Organization Issues 183
Team Building: Procter Gamble and Wal Mart 185
Global Perspective Competency: Can We Do Your Manufacturing? 186
Team Exercise: A Global Assignment 186
Self Management Competency: Emerging Sales Competency Study 188
Featured Case: D M Insurance: A Special Assignment 191
MANAGEMENT RESOURCE: TERRITORY DESIGN 192
Three Reasons Why Proper Territory Alignment is Important 192
When Do Territories Need to Be Realigned? 194
Territory Design Procedures 195
Designing Territories by Computer 203
n RECRUITING AND SELECTING PERSONNEL 206
Prudential s Recruiting Process 206
Planning Process 208
Team Exercise: Turnover and Counteroffers 209
Technology Competency: Minimizing Turnover with Sales Force Automation 210
Strategic Action Competency: Finding and Attracting the Best at Cisco
Systems 210
Self Management Competency: Understanding Your Tendencies 215
Recruiting 216
Selecting Prospects 219
Team Exercise: Questions About Interviewers 223
Validating the Hiring Process 230
Global Perspective Competency: Selling Overseas Is a Complex Endeavor 231
Featured Case: D M Insurance: Hiring Pressures 234
Q SALES TRAINING 235
*¦ * Sales Training Goes Digital 235
Why Train Salespeople? 237
Planning for Sales Training 239
Team Exercise: Sales Training for Profits 240
Strategic Action Competency: Getting Customers into the Act 240
Team Exercise: Veteran Salespeople s Resistance to Training 244
Self Management Competency: Whirlpool Gets Real with Customers 245
Technology Competency: Intranet Savings in Sales Training 250
Team Building Competency: Getting Past the Review Board 251
Featured Case: D M Insurance: Training Woes 256
Q LEADERSHIP 258
Leading the Independent Spirit 258
Leadership 259
Self Management Competency: Sales Management Training for Sales Managers 260
Strategic Action Competency: Power to the People 262
Team Exercise: Avoiding a Bidding War 264
Effective Leadership Styles 264
Team Building 266
Team Building Competency: The Case for Effective Team Building 267
Team Exercise: Thanks for the Memories 268
Coaching 269
Sales Meetings 271
Sales Force Personnel Issues 273
Featured Case: D M Insurance: Confidential Documents 280
f? ETHICAL LEADERSHIP 281
Why Ethics are Important 281
Principles of Ethical Decision Making 282
Self Management Competency: Just Say Anything? 283
Global Perspective Competency: Overseas Ethical Dilemmas 285
Making Decisions on Ethical Problems 286
Common Sales Ethics Issues 288
Team Exercise: Customer Gifts versus Company Policy 289
Team Exercise: Special Support 291
Strategic Action Competency: TAP Pharmaceutical s Unethical Selling Culture 292
Whistle Blowing 293
Government Regulation 294
Building a Sales Ethics Program 295
Featured Case: D M Insurance: Overhead Trade Secrets 299
f*l MOTIVATING SALESPEOPLE 300
The Drive to Excel 300
What is Motivation? 301
Global Perspective Competency: Cultural Differences in Motivating Japanese
Salespeople 304
A Model of Motivation 306
Team Exercise: Expectancy Theory 309
Self Management 309
Quotas 310
Team Exercise: Sales and the Web 314
Incentive Programs 315
Recognition Programs 317
Coaching Competency: Why Incentive Plans Cannot Work 319
Featured Case: D M Insurance: Motivation and Role Conflict 323
Q COMPENSATING SALESPEOPLE 324
Compensation Objectives 324
Compensation Methods 326
Coaching Competency: Warning: Pay Change on the Way 333
Team Exercise: Changing Sales Compensation Plans 334
Team Building Competency: Xerox s Team Focused Pay Plan 335
Team Exercise: Incentives for Team Selling 336
Expense Accounts and Benefits 337
Strategic Action Competency: Aligning Compensation with Strategy 338
Assembling the Plan 340
Evaluating the Plan 341
Technology Competency: Maximizing the Payoff from Information Technology 341
Featured Case: D M Insurance: The Elusive Commission—Now You See It, Now You
Don t 346
Q EVALUATING PERFORMANCE 348
Sales Performance Review 348
The Big Picture 350
Expense Analysis 352
Evaluating Salespeople 353
Team Exercise: Evaluating for Profit 353
Behavior Based Evaluation 354
Using Behavior Based Systems 355
Team Exercise: Reaching Out Beyond Sales Quotas 356
Technology Competency: Internet Shifts in Monitoring Salesperson Activities 356
Team Building Competency: Management by Objectives 357
Result Based Evaluations 358
Using Models for Evaluation 360
Coaching Competency: Squashing the Quota System 365
Featured Case: D M Insurance: Missed Quota 370
REFERENCES 371
CASE ANALYSIS 389
1 The Case Method 391
2 Abbott Inc. 394
3 Adams Brands 397
4 Akili Systems Group 402
5 American Mutual Funds: Retail Services Division 408
6 Arapahoe Pharmaceutical Company 419
7 Atomic Company 424
8 Bates Industrial Supply 428
9 Carrington Furniture. Inc. (A) 430
10 Carrington Furniture. Inc. (B) 437
1 1 Dave MacDonald s Ethical Dilemmas 439
12 First National Bank 443
13 General Electric Appliances 450
14 Hanover Bates Chemical Corporation 458
15 Inject Plastics 461
16 Jefferson Pilot Corporation 464
17 Karo Lee Corporation 475
18 The Optiks Corporation 478
19 Parker Computer 486
20 Power and Motion Industrial Supply 487
21 Rick Fire 491
22 Romano Pitesti 497
23 Sandwell Paper Company 500
24 Waverider Communications, Inc. 507
25 Winston Liu, Bookman 519
26 York Electronics 521
Credits 525
Key Term and Subject Index 529
Author Index 537
Company Index 541
Case Index 543
|
| adam_txt |
BRIEF CONTENTS 1^1 Introduction to Selling and Sales Management 1
^J Strategy and Sales Program Planning 33
Sales Management Resource: Estimating Potentials and
Forecasting Sales 65
Sales Management Resource: Sales Force Investment and Budgeting 80
fFjk Sales Opportunity Management 93
JJ Account Relationship Management 120
J3 Customer Interaction Management 141
WM Sales Force Organization 166
Management Resource: Territory Design 192
Fl Recruiting and Selecting Personnel 206
£P Sales Training 235
JJ Leadership 258
Q Ethical Leadership 281
f*p Motivating Salespeople 300
¥*\ Compensating Salespeople 324
f^l Evaluating Performance 348
References 371
Case Analysis 389
Credits 525
Key Term and Subject Index 529
Author Index 537
Company Index 541
Case Index 543
CONTENTS
tF\ INTRODUCTION TO SELLING AND SALES MANAGEMENT 1
*** Selling at Dell Computer 1
Personal Selling 2
A Changing Marketplace 4
The Sales Management Process 10
Team Exercise: "Who to Promote?" 12
The Sales Management Competencies 12
Strategic Action Competency: "Dimensions" 14
Coaching Competency: "Dimensions" 15
Team Building Competency: "Dimensions" 16
Self Management Competency: "Dimensions" 19
Team Exercise: "How to Handle Rumors" 19
Global Perspective Competency: "Dimensions" 20
Technology Competency: "Dimensions" 22
Career Paths 22
Preparing for Sales Management Success 24
Featured Case: D M Insurance 27
Q STRATEGY AND SALES PROGRAM PLANNING 33
"An Award Winning Account" 33
Business Strategy 35
Marketing Strategy 37
Strategic Action Competency: "We Aren't Selling Lightbulbs" 38
Strategic Implementation Decisions 40
Team Exercise: "Web Sales" 44
Technology Competency: "Too Many Software Acronyms" 45
Sales Force Program Decisions 52
Team Exercise: "Looking Forward to Next Year" 54
Global Awareness Competency: "An International or a Global Company?" 58
Team Building Competency: "An Advisory Board" 59
Featured Case: D M Insurance: "A Different Kind of Customer" 64
SALES MANAGEMENT RESOURCE: ESTIMATING POTENTIALS AND
FORECASTING SALES 65
Why Forecast? 65
What is Market Potential? 65
Qualitative Sales Forecasting 68
Quantitative Sales Forecasting 70
MAPE 72
Selecting Forecasting Programs 77
Problems 78
SALES MANAGEMENT RESOURCE: SALES FORCE INVESTMENT AND
BUDGETING 80
Sales Force Investment 80
Developing a Sales Budget 88
f]| SALES OPPORTUNITY MANAGEMENT 93
Prioritizing Opportunities at Hill Rom 93
A Process for Generating New Accounts 95
Managing Existing Accounts 99
Strategic Action Competency: "Dell On Line" 101
Strategic Action Competency: "Firing Some of Your Customers" 102
Team Building Competency: "How Cisco is Partnering to Reach New
Customers" 103
Team Exercise: "Working Hard or Working Smart?"
Coaching Competency: "Intel: Salespeople Who Don't Call on Customers" 107
Sales Versus Profits 109
Team Exercise: "Destructive Discounting" 110
Time Management 111
Featured Case: D M Insurance: "Lead Generation" 118
fj ACCOUNT RELATIONSHIP MANAGEMENT 120
Growing the Relationship 120
Purchasing Process 122
Buying Center 127
Coaching Competency: "High Test Safety Shoes Company" 129
Team Exercise: "Different Strokes" 130
Evolution of Relationships 130
Relationship Binders 131
Team Exercise: "A Favor" 132
Global Perspective Competency: "National Culture and Selling in France" 133
Strategic Action Competency: "Eastman Kodak and IBM" 136
Featured Case: D M Insurance: "A Customer Request"
Q CUSTOMER INTERACTION MANAGEMENT 141
A Thirty Million Dollar Sale 141
Basic Types of Selling Models 143
Pre Interaction Phase: Planning Skills 145
The Interaction Phase 148
Self Management Competency: "You're Not Prepared! You Don't Listen! You
Promised!" 148
Team Exercise: "Relating Skills" 151
Needs Discovery Skills 151
Team Building Competency: "It Takes More Than One Person" 152
Technology Competency: "Five Weeks or a Few Minutes?" 156
Post Interaction Phase 159
Global Perspective Competency: "A Longer Selling Cycle" 161
Team Exercise: "Unkept Promise" 161
Featured Case: D M Insurance: "A Vendor Problem" 164
fl SALES FORCE ORGANIZATION 166
Xerox Reorganizes 166
Generalist Versus Specialist Structures 168
Strategic Action Competency: "When Computers Become Commodities" 172
Team Exercise: "The Optimal Sales Organization" 174
Strategic Account Management Program 175
Strategic Action Competency: "CRI: Eliminating Some Customers" 176
Telemarketing 178
Some Additional Issues 180
Independent Sales Agents 181
Emerging Sales Force Organization Issues 183
Team Building: "Procter Gamble and Wal Mart" 185
Global Perspective Competency: "Can We Do Your Manufacturing?" 186
Team Exercise: "A Global Assignment" 186
Self Management Competency: "Emerging Sales Competency Study" 188
Featured Case: D M Insurance: "A Special Assignment" 191
MANAGEMENT RESOURCE: TERRITORY DESIGN 192
Three Reasons Why Proper Territory Alignment is Important 192
When Do Territories Need to Be Realigned? 194
Territory Design Procedures 195
Designing Territories by Computer 203
n RECRUITING AND SELECTING PERSONNEL 206
Prudential's Recruiting Process 206
Planning Process 208
Team Exercise: "Turnover and Counteroffers" 209
Technology Competency: "Minimizing Turnover with Sales Force Automation" 210
Strategic Action Competency: "Finding and Attracting the Best at Cisco
Systems" 210
Self Management Competency: "Understanding Your Tendencies" 215
Recruiting 216
Selecting Prospects 219
Team Exercise: "Questions About Interviewers" 223
Validating the Hiring Process 230
Global Perspective Competency: "Selling Overseas Is a Complex Endeavor" 231
Featured Case: D M Insurance: "Hiring Pressures"" 234
Q SALES TRAINING 235
*¦"* Sales Training Goes Digital 235
Why Train Salespeople? 237
Planning for Sales Training 239
Team Exercise: "Sales Training for Profits" 240
Strategic Action Competency: "Getting Customers into the Act" 240
Team Exercise: "Veteran Salespeople's Resistance to Training" 244
Self Management Competency: "Whirlpool Gets Real with Customers" 245
Technology Competency: "Intranet Savings in Sales Training" 250
Team Building Competency: "Getting Past the Review Board" 251
Featured Case: D M Insurance: "Training Woes" 256
Q LEADERSHIP 258
Leading the Independent Spirit 258
Leadership 259
Self Management Competency: "Sales Management Training for Sales Managers" 260
Strategic Action Competency: "Power to the People" 262
Team Exercise: "Avoiding a Bidding War" 264
Effective Leadership Styles 264
Team Building 266
Team Building Competency: "The Case for Effective Team Building" 267
Team Exercise: "Thanks for the Memories" 268
Coaching 269
Sales Meetings 271
Sales Force Personnel Issues 273
Featured Case: D M Insurance: "Confidential Documents" 280
f?\ ETHICAL LEADERSHIP 281
Why Ethics are Important 281
Principles of Ethical Decision Making 282
Self Management Competency: "Just Say Anything?" 283
Global Perspective Competency: "Overseas Ethical Dilemmas" 285
Making Decisions on Ethical Problems 286
Common Sales Ethics Issues 288
Team Exercise: "Customer Gifts versus Company Policy" 289
Team Exercise: "Special Support" 291
Strategic Action Competency: "TAP Pharmaceutical's Unethical Selling Culture" 292
Whistle Blowing 293
Government Regulation 294
Building a Sales Ethics Program 295
Featured Case: D M Insurance: "Overhead Trade Secrets" 299
f*l MOTIVATING SALESPEOPLE 300
The Drive to Excel 300
What is Motivation? 301
Global Perspective Competency: "Cultural Differences in Motivating Japanese
Salespeople" 304
A Model of Motivation 306
Team Exercise: "Expectancy Theory" 309
Self Management 309
Quotas 310
Team Exercise: "Sales and the Web" 314
Incentive Programs 315
Recognition Programs 317
Coaching Competency: "Why Incentive Plans Cannot Work" 319
Featured Case: D M Insurance: "Motivation and Role Conflict" 323
Q COMPENSATING SALESPEOPLE 324
Compensation Objectives 324
Compensation Methods 326
Coaching Competency: "Warning: Pay Change on the Way" 333
Team Exercise: "Changing Sales Compensation Plans" 334
Team Building Competency: "Xerox's Team Focused Pay Plan" 335
Team Exercise: "Incentives for Team Selling" 336
Expense Accounts and Benefits 337
Strategic Action Competency: "Aligning Compensation with Strategy" 338
Assembling the Plan 340
Evaluating the Plan 341
Technology Competency: "Maximizing the Payoff from Information Technology" 341
Featured Case: D M Insurance: "The Elusive Commission—Now You See It, Now You
Don't" 346
Q EVALUATING PERFORMANCE 348
Sales Performance Review 348
The Big Picture 350
Expense Analysis 352
Evaluating Salespeople 353
Team Exercise: "Evaluating for Profit" 353
Behavior Based Evaluation 354
Using Behavior Based Systems 355
Team Exercise: "Reaching Out Beyond Sales Quotas" 356
Technology Competency: "Internet Shifts in Monitoring Salesperson Activities" 356
Team Building Competency: "Management by Objectives" 357
Result Based Evaluations 358
Using Models for Evaluation 360
Coaching Competency: "Squashing the Quota System" 365
Featured Case: D M Insurance: "Missed Quota" 370
REFERENCES 371
CASE ANALYSIS 389
1 The Case Method 391
2 Abbott Inc. 394
3 Adams Brands 397
4 Akili Systems Group 402
5 American Mutual Funds: Retail Services Division 408
6 Arapahoe Pharmaceutical Company 419
7 Atomic Company 424
8 Bates Industrial Supply 428
9 Carrington Furniture. Inc. (A) 430
10 Carrington Furniture. Inc. (B) 437
1 1 Dave MacDonald's Ethical Dilemmas 439
12 First National Bank 443
13 General Electric Appliances 450
14 Hanover Bates Chemical Corporation 458
15 Inject Plastics 461
16 Jefferson Pilot Corporation 464
17 Karo Lee Corporation 475
18 The Optiks Corporation 478
19 Parker Computer 486
20 Power and Motion Industrial Supply 487
21 Rick Fire 491
22 Romano Pitesti 497
23 Sandwell Paper Company 500
24 Waverider Communications, Inc. 507
25 Winston Liu, Bookman 519
26 York Electronics 521
Credits 525
Key Term and Subject Index 529
Author Index 537
Company Index 541
Case Index 543 |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Cron, William L. De Carlo, Thomas E. |
| author_facet | Cron, William L. De Carlo, Thomas E. |
| author_role | aut aut |
| author_sort | Cron, William L. |
| author_variant | w l c wl wlc c t e d cte cted |
| building | Verbundindex |
| bvnumber | BV021483598 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.4 |
| callnumber-search | HF5438.4 |
| callnumber-sort | HF 45438.4 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QP 620 |
| ctrlnum | (OCoLC)64289740 (DE-599)BVBBV021483598 |
| dewey-full | 658.8/1 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/1 |
| dewey-search | 658.8/1 |
| dewey-sort | 3658.8 11 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| edition | 9. ed. |
| format | Book |
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| genre | (DE-588)4522595-3 Fallstudiensammlung gnd-content |
| genre_facet | Fallstudiensammlung |
| id | DE-604.BV021483598 |
| illustrated | Illustrated |
| index_date | 2024-07-02T14:05:15Z |
| indexdate | 2024-07-09T20:36:10Z |
| institution | BVB |
| isbn | 0471743194 9780471743194 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-014665962 |
| oclc_num | 64289740 |
| open_access_boolean | |
| owner | DE-92 DE-M347 DE-1049 DE-2070s |
| owner_facet | DE-92 DE-M347 DE-1049 DE-2070s |
| physical | XX, 543 S. Ill., graph. Darst. |
| publishDate | 2006 |
| publishDateSearch | 2006 |
| publishDateSort | 2006 |
| publisher | Wiley |
| record_format | marc |
| spelling | Cron, William L. Verfasser aut Dalrymple's sales management William L. Cron ; Thomas E. DeCarlo Sales management 9. ed. Hoboken, NJ Wiley 2006 XX, 543 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Bis 8. Aufl. u.d.T.: Dalrymple, Douglas J.: Sales management Sales Management Case studies 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 De Carlo, Thomas E. Verfasser aut Dalrymple, Douglas J. Sonstige oth HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014665962&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Cron, William L. De Carlo, Thomas E. Dalrymple's sales management Sales Management Case studies Sales management Verkauf (DE-588)4117346-6 gnd Management (DE-588)4037278-9 gnd |
| subject_GND | (DE-588)4117346-6 (DE-588)4037278-9 (DE-588)4522595-3 |
| title | Dalrymple's sales management |
| title_alt | Sales management |
| title_auth | Dalrymple's sales management |
| title_exact_search | Dalrymple's sales management |
| title_exact_search_txtP | Dalrymple's sales management |
| title_full | Dalrymple's sales management William L. Cron ; Thomas E. DeCarlo |
| title_fullStr | Dalrymple's sales management William L. Cron ; Thomas E. DeCarlo |
| title_full_unstemmed | Dalrymple's sales management William L. Cron ; Thomas E. DeCarlo |
| title_short | Dalrymple's sales management |
| title_sort | dalrymple s sales management |
| topic | Sales Management Case studies Sales management Verkauf (DE-588)4117346-6 gnd Management (DE-588)4037278-9 gnd |
| topic_facet | Sales Management Case studies Sales management Verkauf Management Fallstudiensammlung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014665962&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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