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.
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