Dalrymple's Sales Management: Concepts and Cases Hardback - 2009

Go Beyond the Classroom and Enter into a Future in Sales Management with this Complete Guide for Managing an Effective Sales Force

Easily accessible, real-world and practical, the Tenth Edition of Dalrymple's Sales Management: Concepts and Cases introduces students to the issues, strategies, and relationships that relate to both the development of a sales force program and the management of strategic account relationships. Featuring real-world examples, including a new running case based on the fictional Shield Financial Company, students will have a rich foundation for work in sales management.

New and Hallmark Features:

• New running case introduced in Chapter 1 and carried throughout the text.
• New and expanded coverage of Sales Networks, Customer Lifetime Value (CLV), Solutions Selling, Marketing-Sales Interaction, and Marketing-Sales Shared Responsibilities.
• More than 50 percent of the cases are new or significantly reworked.
• Over 20 new team exercises for in-class discussion.
• Streamlined chapter discussions for easier reading and retention.
• Strong coverage of the role of strategic thinking and how the sales force helps in creating customer value and competitive advantage.