ISBN 9781107470323,Leading the Sales Force

Leading the Sales Force

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ISBN 9781107470323

Cambridge University Press

Publication Year 2014

ISBN 9781107470323

ISBN-10 1107470323

Paper Back

Number of Pages 398 Pages
Language ()

Sales & marketing

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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