滿額折
Sales Management, Tenth Edition, International Student Version
商品資訊
ISBN13：9780470418895
出版社：John Wiley & Sons Inc
作者：Cron
出版日：2009/02/26
裝訂／頁數：平裝／472頁
定價
：NT$ 11208 元優惠價
：
90 折 10087 元
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商品簡介
作者簡介
目次
商品簡介
Easily accessible, real-world and practical, Dalrymple's Sales Management 10e by Cron and DeCarlo introduces the reader to the issues, strategies and relationships that relate to the job of managing an effective sales force. With a lively and engaging style, this book places emphasis on developing a sales force program and managing strategic account relationships. With additional information on team development, diversity in the work force, problem-solving skills, and financial issues, this title provides a complete guide for taking student past the classroom and into a future career in sales management.
* NEW Featured Case: Based on the fictional Shield Financial Company. Introduced at the end of Chapter 1, it includes information on company background, product line descriptions, etc. This case is carried throughout the text and is revisited at the end of each chapter. Questions based on the case are at the end of every chapter.
* Team Exercises: Over 20 new team exercises for in-class discussion.
* NEW Appendix of Cases and Correlation Guide: To help instructors integrate the cases within their lectures, all cases appear in an appendix and are correlated with topics and chapters in the text. An Introduction to the Case Method is also included at the beginning of the Appendix. More than half of the 26 cases are new or significantly reworked for the 10th edition.
* Streamlining the Presentation: Chapter discussions have been streamlined for easier reading and retention.
* NEW and Expanded Coverage of Sales Networks, Customer Lifetime Value (CLV), Solutions Selling, Marketing-Sales Interaction, and Marketing-Sales Shared Responsibilities.
* Excel-based problems at the end of each Management Resource section. These problems give the student the chance to develop their analytical skills while using the same software that companies are increasingly expecting their employees to be proficient in using.
* Strong coverage of the role of strategic thinking and how the sales force helps in creating customer value and competitive advantage.
* NEW Featured Case: Based on the fictional Shield Financial Company. Introduced at the end of Chapter 1, it includes information on company background, product line descriptions, etc. This case is carried throughout the text and is revisited at the end of each chapter. Questions based on the case are at the end of every chapter.
* Team Exercises: Over 20 new team exercises for in-class discussion.
* NEW Appendix of Cases and Correlation Guide: To help instructors integrate the cases within their lectures, all cases appear in an appendix and are correlated with topics and chapters in the text. An Introduction to the Case Method is also included at the beginning of the Appendix. More than half of the 26 cases are new or significantly reworked for the 10th edition.
* Streamlining the Presentation: Chapter discussions have been streamlined for easier reading and retention.
* NEW and Expanded Coverage of Sales Networks, Customer Lifetime Value (CLV), Solutions Selling, Marketing-Sales Interaction, and Marketing-Sales Shared Responsibilities.
* Excel-based problems at the end of each Management Resource section. These problems give the student the chance to develop their analytical skills while using the same software that companies are increasingly expecting their employees to be proficient in using.
* Strong coverage of the role of strategic thinking and how the sales force helps in creating customer value and competitive advantage.
作者簡介
William L. Cron received his BSBA from Xavier University and his MBA & DBA from Indiana University. He’s a Professor of Marketing at the M.J. Neeley School of Business at Texas Christian University. His areas of expertise and research are Sales Management Issues, Marketing Strategy—Planning for Growth & Profits, and Wholesaling Management Issues. He’s received the following awards: Graduate Teaching Award – Electives, M. J. Neeley School of Business, 2003, Carl Sewell Distinguished Service to the Community Award, Edwin L. Cox School of Business, 1999., Excellence in Manuscript Reviewing Award, the Journal of Personal Selling and Sales Management, 1994., Nominated for Jagdesh N. Sheth Award for Best Articles, Journal of the Academy of Marketing Science, 1993. Bill has also done consulting with companies such as American Association for HomeCare, Baylor Health System, Bristol- Myers Squibb, and GTE.
目次
Part One: Early Management Thought.
Chapter 1 – A Prologue to the Past.
Chapter 2 – Management Before Industrialization.
Chapter 3 – The Industrial Revolution: Problems and Perspective.
Chapter 4 – Management Pioneers in the Early Factory.
Chapter 5 – The Industrial Revolution in the United States.
Chapter 6 – Industrial Growth and Systematic Management.
Part Two: The Scientific Management Era.
Chapter 7 – The Advent of Scientific Management.
Chapter 8 – Spreading the Gospel of Efficiency.
Chapter 9 – The Human Factor: Preparing the Way.
Chapter 10 – The Emergence of Management and Organization Theory.
Chapter 11 – Scientific Management in Theory and Practice.
Chapter 12 – Scientific Management in Retrospect.
Part Three: The Social Person Era.
Chapter 13 – The Hawthorne Studies.
Chapter 14 – The Search for Organization Integration.
Chapter 15 – People and Organizations.
Chapter 16 – Organizations and People.
Chapter 17 – Human Relations in Concept and Practice.
Chapter 18 – The Social Person Era in Retrospect.
Part Four: The Modern Era.
Chapter 19 – Management Theory and Practice.
Chapter 20 – Organizational Behavior and Organization Theory.
Chapter 21 – Science and Systems in Management.
Chapter 22 – Obligations and Opportunities.
Chapter 23 – Epilogue.
Chapter 1 – A Prologue to the Past.
Chapter 2 – Management Before Industrialization.
Chapter 3 – The Industrial Revolution: Problems and Perspective.
Chapter 4 – Management Pioneers in the Early Factory.
Chapter 5 – The Industrial Revolution in the United States.
Chapter 6 – Industrial Growth and Systematic Management.
Part Two: The Scientific Management Era.
Chapter 7 – The Advent of Scientific Management.
Chapter 8 – Spreading the Gospel of Efficiency.
Chapter 9 – The Human Factor: Preparing the Way.
Chapter 10 – The Emergence of Management and Organization Theory.
Chapter 11 – Scientific Management in Theory and Practice.
Chapter 12 – Scientific Management in Retrospect.
Part Three: The Social Person Era.
Chapter 13 – The Hawthorne Studies.
Chapter 14 – The Search for Organization Integration.
Chapter 15 – People and Organizations.
Chapter 16 – Organizations and People.
Chapter 17 – Human Relations in Concept and Practice.
Chapter 18 – The Social Person Era in Retrospect.
Part Four: The Modern Era.
Chapter 19 – Management Theory and Practice.
Chapter 20 – Organizational Behavior and Organization Theory.
Chapter 21 – Science and Systems in Management.
Chapter 22 – Obligations and Opportunities.
Chapter 23 – Epilogue.
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