Sales Management: Concepts and Cases

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. 

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.