عنوان

Leading the sales force :

0511259328

0511259972

0511260571

0511261144

0511319959

0511585810

0521848342

1107164621

1280749156

6610749159

9780511259326

9780511259975

9780511260575

9780511261145

9780511319952

9780511585814

9780521848343

9781107164628

9781280749155

9786610749157

b715814

Leading the sales force :

[Book]

a dynamic management process /

René Y. Darmon.

New York :

Cambridge University Press,

©2007.

1 online resource (xv, 381 pages) :

illustrations

Includes bibliographical references (pages (342-373) and index.

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.

0

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.

Leading the sales force.

0521848342

Sales management.

Sales personnel.

Vendeurs.

Ventes-- Gestion.

BUSINESS & ECONOMICS-- Human Resources & Personnel Management.

BUSINESS & ECONOMICS-- Workplace Culture.

Sales management.

Sales personnel.

BUS-- 030000

BUS-- 097000

Darmon, René Y.

20201208060151.0

pn

[Book]

Y