René Y. Darmon

Leading the Sales Force

• Gebundenes Buch

Produktbeschreibung

A guide for sales managers, presenting an integrative vision of the complex sales force system.

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Produktdetails

• Verlag: Cambridge University Press
• Seitenzahl: 398
• Erscheinungstermin: 7. Dezember 2006
• Englisch
• Abmessung: 250mm x 175mm x 26mm
• Gewicht: 866g
• ISBN-13: 9780521848343
• ISBN-10: 0521848342
• Artikelnr.: 21473293

Autorenporträt

René Y. Darmon is Emeritus Professor of Marketing at ESSEC Business School, France, and Affiliate Professor of Marketing at HEC-Montreal, Canada.

Inhaltsangabe

Figures
Tables
Preface
1. Introduction to the dynamic sales force management process
Part I. The Actors Of The Process And Their Roles: 2. Buyers: key actors of the process
3. Dynamic customer relationship management processes
4. Salespeople: intermediaries in the dynamic management process
5. Sales managers: leaders of the dynamic management process
6. The changing environment of the dynamic management process
Part II. Tools For Implementing The Process: The Command Center: 7. Controlling the overall selling effort
8. Tools for controlling centralized processes: specific objective programs
9. Tools for controlling decentralized processes: directional objective programs
10. Controlling effort quality improvement programs
11. Using dashboards and organizing information flows
Conclusion
References
Index.