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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Darmon, René Y.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Cambridge ; New York : Cambridge University Press, ©2007.
Temas:
Sales management.
Sales personnel.
Vendeurs.
Ventes > Gestion.
BUSINESS & ECONOMICS > Workplace Culture.
BUSINESS & ECONOMICS > Human Resources & Personnel Management.
Sales management
Sales personnel
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Introduction to the dynamic management process
  • Part I. The actors in the process and their roles
  • Buyers : key actors in the process
  • Dynamic customer relationship management processes
  • Salespeople : intermediaries in the dynamic management process
  • Sales managers : leaders of the dynamic management process
  • The changing environment of the dynamic management process
  • Part II. Tools for implementing the process : the command center
  • Controlling the overall selling effort
  • Tools for controlling centralized processes : specific objective programs
  • Tools for controlling decentralized processes : directional objective programs
  • Controlling effort quality improvement programs
  • Using dashboards and organizing information flows.

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