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Leading the Sales Force - A Dynamic Management Process (Hardcover) Loot Price: R1,370
Discovery Miles 13 700
Leading the Sales Force - A Dynamic Management Process (Hardcover): Rene Y. Darmon

Leading the Sales Force - A Dynamic Management Process (Hardcover)

Rene Y. Darmon

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Loot Price R1,370 Discovery Miles 13 700 | Repayment Terms: R128 pm x 12*

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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.

General

Imprint: Cambridge UniversityPress
Country of origin: United Kingdom
Release date: December 2006
First published: 2007
Authors: Rene Y. Darmon
Dimensions: 253 x 180 x 27mm (L x W x T)
Format: Hardcover
Pages: 398
ISBN-13: 978-0-521-84834-3
Categories: Books > Business & Economics > Business & management > Sales & marketing > General
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LSN: 0-521-84834-2
Barcode: 9780521848343

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