Sales Management

Sales Management

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A multinational perspective

Kartoniert/Broschiert
Macmillan Education, 2011, 448 Seiten, Format: 18,9x24,6x2,7 cm, Artikeltyp: Englisches Buch, ISBN-10: 0230245951, EAN: 9780230245952, Bestell-Nr: 23024595EA

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Produktbeschreibung

Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.

Inhaltsverzeichnis:

Sales Management in the 21st Century.- PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE.-Managing Change in the Sales Force.- Integrating Sales and Marketing.- Designing and Implementing a Key Account Management Strategy.- Delegation of Pricing Authority to Sales People.- Customer Relationship Management System Implementation in Sales Organizations.- Ethics in Personal Selling & Sales Management.- PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE.- Sales Planning and Forecasting.- Sales Force Organization and Territory Design.- Sizing the Sales Force.- International Selling.- PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES.- Sales Force Recruitment and Selection.- Sales Force Training.- PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS.- Team Leadership and Coaching.- Sales Control Systems.- Sales Force Motivation.- Sales force Compensation.- PART FIVE: SALES PEOPLE'S RESPONSES.- Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours.- PART SIX: EVALUATION OF THE SALES FORCE.- Sales Force Performance and Evaluation.


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