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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.
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.
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Autorenporträt
PAOLO GUENZI Director of Sales Management Courses and Associate Professor of Corporate Economics and Management at Bocconi University, Italy.
SUSI GEIGER Senior Lecturer at Quinn School of Business, University College Dublin, Ireland. She has been widely commended for her contributions to international marketing journals and research.
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.
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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