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Leading the sales force : a dynamic management process /
How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions in order to accomplish their missions. This book provides an integrative vision of a sales manager's function, using the concept of a dynamic sales force ma...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Cambridge ; New York :
Cambridge University Press,
©2007.
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| Temas: | |
| Acceso en línea: | Texto completo |
| Sumario: | How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions in order to accomplish their missions. This book provides an integrative vision of a sales manager's function, using the concept of a dynamic sales force management process. This process adds a new dimension to the 'classical' conception of sales force management, showing how sales managers can be more effective when they develop and maintain a holistic vision. The first part of the book describes the key actors and their roles, while the second part examines the tools used to implement the dynamic sales force management process. René Y. Darmon shows how this process relies on a clear vision of successive sales missions to be accomplished over time by all members of a sales team, as they develop strategies and tactics which contribute to fulfilling the firm's overall aims. |
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| Descripción Física: | 1 online resource (xv, 381 pages) : illustrations |
| Bibliografía: | Includes bibliographical references (pages (342-373) and index. |
| ISBN: | 9780511585814 0511585810 9780511261145 0511261144 0511260571 9780511260575 9780521848343 0521848342 9786610749157 6610749159 1107164621 9781107164628 1280749156 9781280749155 0511259328 9780511259326 0511319959 9780511319952 0511259972 9780511259975 |