Leading the Sales Force : A Dynamic Management Process (Hardcover)

Author: Darmon, Rene Y.

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Product Overview


Publisher Cambridge University Press
Mfg Part# 9780521848343
SKU 203171277
Format Hardcover
ISBN10 0521848342
Release Date 4/16/2012
Dimensions (in Inches) 9.75H x 6.75L x 1.25T
From the Publisher
Editors Note 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.
Product Attributes
Book Format Hardcover
Number of Pages 0381
Publisher Cambridge University Press

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