Paolo Guenzi, Susi Geiger

Sales Management

A multinational perspective
Herausgegeben:Guenzi, Paolo; Geiger, Susi

• Broschiertes Buch

Produktbeschreibung

Includes bibliographical references and index.

---

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.

Produktdetails

• Verlag: Macmillan Education
• Seitenzahl: 520
• Erscheinungstermin: 11. Januar 2011
• Englisch
• Abmessung: 246mm x 189mm x 28mm
• Gewicht: 1004g
• ISBN-13: 9780230245952
• ISBN-10: 0230245951
• Artikelnr.: 31573561

Autorenporträt

Paolo Guenzi, Susi Geiger

Inhaltsangabe

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.