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Author: William L. Cron Publisher: Wiley Global Education ISBN: 1119110874 Category : Business & Economics Languages : en Pages : 521
Book Description
Dalrymple?s Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they?ll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material will empower sales managers to build a sales force, manage strategic relationships, and motivate the sales team.
Author: William L. Cron Publisher: Wiley Global Education ISBN: 1119110874 Category : Business & Economics Languages : en Pages : 521
Book Description
Dalrymple?s Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they?ll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material will empower sales managers to build a sales force, manage strategic relationships, and motivate the sales team.
Author: William L. Cron Publisher: John Wiley & Sons ISBN: 9788126516858 Category : Languages : en Pages : 568
Book Description
Dalyrymple s Sales Management is known for its friendly, real-world and practical approach to the concept of sales management. It introduces readers to the issues, strategies and relationships that relate to the job of managing a sales force and helping them sell. With this new edition, Cron and DeCarlo also present a running case study throughout each chapter on Moreguard Insurance. The case study is used to show how key concepts are applied in the real world. Exercises are included with the case study to help readers begin to think critically about how to utilize the information discussed.· Introduction to Selling and Sales Management· Strategy and Sales Program Planning· Sales Opportunity Management· Account Relationship Management· Customer Interaction Management· Sales Force Organization· Recruiting and Selecting Personnel· Sales Training· Leadership· Ethical Leadership· Motivating Salespeople· Compensating Salespeople· Evaluating Performance
Author: Douglas J. Dalrymple Publisher: ISBN: Category : Business & Economics Languages : en Pages : 710
Book Description
This introduction to the role and responsibilities of the sales manager includes 45 case studies. Intended for Junior/Senior level and MBA courses, the book focuses on the activities of first-line field sales managers. Provides the instructor and student with a combination of pedagogical/learning devices, including text, case studies, problems, experiential exercises, and sales management simulation. The new model on the sales management process in this edition helps students integrate material. Chapters on personal selling, ethics, and industrial selling are included. Text includes: key words, glossary, learning objectives, flow charts, illustrations, chapter summaries, and review sections.
Author: Joseph F. Hair, Jr. Publisher: John Wiley & Sons ISBN: 1119702836 Category : Business & Economics Languages : en Pages : 544
Book Description
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Author: Robert G Dean Publisher: World Scientific Publishing Company ISBN: 9814365696 Category : Technology & Engineering Languages : en Pages : 369
Book Description
This book is intended as an introduction to classical water wave theory for the college senior or first year graduate student. The material is self-contained; almost all mathematical and engineering concepts are presented or derived in the text, thus making the book accessible to practicing engineers as well.The book commences with a review of fluid mechanics and basic vector concepts. The formulation and solution of the governing boundary value problem for small amplitude waves are developed and the kinematic and pressure fields for short and long waves are explored. The transformation of waves due to variations in depth and their interactions with structures are derived. Wavemaker theories and the statistics of ocean waves are reviewed. The application of the water particle motions and pressure fields are applied to the calculation of wave forces on small and large objects. Extension of the linear theory results to several nonlinear wave properties is presented. Each chapter concludes with a set of homework problems exercising and sometimes extending the material presented in the chapter. An appendix provides a description of nine experiments which can be performed, with little additional equipment, in most wave tank facilities.
Author: Mary Dalrymple Publisher: BRILL ISBN: 184950010X Category : Language Arts & Disciplines Languages : en Pages : 498
Book Description
Presents an overview and introduction to Lexical Functional Grammar (LFG), a theory of the content and representation of different aspects of linguistic structure and the relations that hold between them. This book also presents a theory of semantics and the syntax-semantics interface.
Author: Carlos Gil Publisher: Kogan Page Publishers ISBN: 0749497599 Category : Business & Economics Languages : en Pages : 241
Book Description
WINNER: American Book Fest Best Book Awards 2020 - Marketing and Advertising category WINNER: NYC Big Book Award 2020 - Business: Small Business and Entrepreneurship category WINNER: BookAuthority Best New Book to Read in 2020 - Social Media Marketing category FINALIST: Business Book Awards 2020 - International Business Book category Social networks are the new norm and traditional marketing is failing in today's digital, always-on culture. Businesses across the world are having to face up to how they remain relevant in the choppy waters of the digital ocean. In an era where a YouTube star gets more daily impressions than Nike, Coca-Cola and Walmart combined, traditional marketing as we know it is dead. The End of Marketing revolutionizes the way brands, agencies and marketers should approach marketing. From how Donald Trump won the American presidency using social media and why Kim Kardashian is one of the world's biggest online brands, through to the impact of bots and automation, this book will teach you about new features and emerging platforms that will engage customers and employees. Discover bold content ideas, hear from some of the world's largest brands and content creators and find out how to build smarter paid-strategies, guaranteed to help you dominate your markets. The End of Marketing explains that no matter how easy it is to reach potential customers, the key relationship between brand and consumer still needs the human touch. Learn how to put 'social' back into social media and claim brand relevancy in a world where algorithms dominate, organic reach is dwindling and consumers don't want to be sold to, they want to be engaged.
Author: William Deresiewicz Publisher: Henry Holt and Company ISBN: 1250125529 Category : Art Languages : en Pages : 336
Book Description
A deeply researched warning about how the digital economy threatens artists' lives and work—the music, writing, and visual art that sustain our souls and societies—from an award-winning essayist and critic There are two stories you hear about earning a living as an artist in the digital age. One comes from Silicon Valley. There's never been a better time to be an artist, it goes. If you've got a laptop, you've got a recording studio. If you've got an iPhone, you've got a movie camera. And if production is cheap, distribution is free: it's called the Internet. Everyone's an artist; just tap your creativity and put your stuff out there. The other comes from artists themselves. Sure, it goes, you can put your stuff out there, but who's going to pay you for it? Everyone is not an artist. Making art takes years of dedication, and that requires a means of support. If things don't change, a lot of art will cease to be sustainable. So which account is true? Since people are still making a living as artists today, how are they managing to do it? William Deresiewicz, a leading critic of the arts and of contemporary culture, set out to answer those questions. Based on interviews with artists of all kinds, The Death of the Artist argues that we are in the midst of an epochal transformation. If artists were artisans in the Renaissance, bohemians in the nineteenth century, and professionals in the twentieth, a new paradigm is emerging in the digital age, one that is changing our fundamental ideas about the nature of art and the role of the artist in society.
Author: Carola Dunn Publisher: Minotaur Books ISBN: 1429931434 Category : Fiction Languages : en Pages : 245
Book Description
It's Spring 1923 and love is in bloom as the Honourable Phillip Petrie finds himself totally smitten with Miss Gloria Arbuckle, daughter of an American millionaire. But before the enthusiastic suitor can pop the question, his beloved is abducted by kidnappers. As Gloria's distraught father begins assembling the ransom, Phillip enlists his childhood friend, the Honourable Daisy Dalrymple to help him recover his missing sweetheart. Strictly forbidden to contact the police, Daisy must resist the temptation to bring her occasional collaborator Scotland Yard's Detective Chief Inspector Alec Fletcher into the case. But as she closes in on the abductors' rural hideway, she begins to suspect that Gloria isn't the only fair damsel whose life hangs in the balance...
Author: Micael Dahlen Publisher: John Wiley & Sons ISBN: 0470319925 Category : Business & Economics Languages : en Pages : 613
Book Description
Marketing Communications: A Brand Narrative Approach is a mainstream, student-driven text which gives prominence to the driving force of all Marketing Communications: the imperative of Branding. The book aims to engage students in an entertaining, informative way, setting the conceptual mechanics of Marketing Communications in a contemporary, dynamic context. It includes key current trends such as: Brand narrative approach - Cases such as Dove, Harley-Davidson, Nike and World of War Craft feature real-life, salient examples which are engaging for students and reflect the growth of co-authored brand ‘stories’ to help build and maintain brands by customer engagement through meaningful dialogues. Media neutral/multi-media approach - This text has a sound exploration of online and offline synergy combining one-message delivery and multi-media exposures, through examples of companies and political campaigns using ‘non-traditional’ media to reach groups not locking into ‘normal channels’. This brand new text features an impressive mixture of real-life brand case studies underpinned with recent academic research and market place dynamics. The format is structured into three sections covering analysis, planning and implementation and control of Marketing Communications. Using full colour examples of brands, and student-friendly diagrams, the book acknowledges that the modern student learns visually as well as through text. ***COMPANION WEBSITE - www.marketing-comms.com ***
Author: William L. Cron
Author: William L. Cron
Author: William L. Cron
Author: Douglas J. Dalrymple
Author: Joseph F. Hair, Jr.
Author: Robert G Dean
Author: Mary Dalrymple
Author: Carlos Gil
Author: William Deresiewicz
Author: Carola Dunn
Author: Micael Dahlen