Leading the Sales Force（ISBN=9780521848343） 英文原版 pdf snb 115盘 kindle 在线 下载 pmlz mobi

　　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.

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

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书籍介绍

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. Rene 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.