Dalrymple'S Sales Management, 10Th Edition.

Cron (Texas Christian U.) and DeCarlo's (U. of Alabama, Birmingham) textbook offers marketing students a clear, practical approach to sales management, enabling them to effectively learn and apply sales management concepts to solve business problems. Coverage includes a review of the current business environment; sales force roles in developing and executing a firm's strategy; sales opportunity, customer relations, and customer interaction management; and recruiting, training, leading, motivating, compensating, and evaluating the sales forces. For the tenth edition all chapters have been revised for easier reading and retention, examples updated, redundant or outdated material removed, discussion expanded to reflect new developments, and new team exercises and chapter-end featured cases added. Annotation c2011 Book News, Inc., Portland, OR (booknews.com)

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.