A guide to sales management : a practitioner's view of trade sales organizations /

The sales function is becoming more and more strategic because (a) the customer base is rapidly evolving through internationalization, mergers, and acquisitions, and (b) the manufacturers' marketing and supply chain functions are being progressively centralized, regionalized, and globalized. Mu...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Parravicini, Massimo (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York, NY : Business Expert Press, 2015.
Edición:First edition.
Colección:Selling and sales force management collection.
Temas:
Sales management.
Ventes > Gestion.
BUSINESS & ECONOMICS > Industrial Management.
BUSINESS & ECONOMICS > Management.
BUSINESS & ECONOMICS > Management Science.
BUSINESS & ECONOMICS > Organizational Behavior.
Sales management
route to market
sales strategy
key performance indicators
sales organization
sales processes
customer business planning
sales and operations planning
order to cash
distributive strategy
sales channels
account management
trade terms
trade marketing
category management
shopper marketing
field marketing
sales operations
customer service
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 1. Trade structure and route to market
  • 2. The sales strategy
  • 3. The performance indicators for sales management
  • 4. Organizational roles and responsibilities
  • 5. Organization models, recruitment, and incentives
  • 6. The business planning process
  • 7. The order to cash process
  • 8. The sales and operations planning process
  • 9. The challenges of sales management
  • References
  • Index.

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