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Contemporary Sales Force Management (Hardcover)
Loot Price: R3,996
Discovery Miles 39 960
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Contemporary Sales Force Management (Hardcover)
Expected to ship within 12 - 17 working days
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By analyzing and monitoring current trends in the marketplace,
Contemporary Sales Force Management helps sales managers align
resources and strategic efforts to gain an edge over competitors.
You will develop an understanding of where current and prospective
sales opportunities exist in order to fully utilize automation, how
to update crisis management policies to reflect changing industry
dynamics, and how to raise your level of sales efficiency through
the use of customer advisory groups and sales technological tools,
such as video conferencing, database management, and up-to-date
industry software. Through the book's important discussions on
lowering mutual costs, building long-term customer relationships,
improving sales skills, and developing core process skills, you
will also learn to think and act with a strategic perspective that
successfully steers the sales process.Grounded in practical
applications, Contemporary Sales Force Management unites
theoretical principles with applied examples and case studies
gathered from research with major firms in dynamic markets such as
Beijing and Shanghai in China, the European Union, and the United
States. From these case studies demonstrating how top players
achieve success, you gain critical information on: the role of the
sales force manager in organizations strategic issues for an
international sales effort gaining functional expertise in sales
and marketing along with industry knowledge globalization and its
impact on sales management strategies for applying Total Quality
Management to sales electronic commerce and cultivating customers
on the Web the consequences of having a poorly motivated sales
force with low morale developing an environment that fosters and
rewards the management of crisis understanding your biases and
stereotypical assumptions about others and how these affect
decisionmaking dealing with the legal and regulatory environment
and ethical issues that arise in the course of managing the sales
forceContemporary Sales Force Management is the book managers,
entrepreneurs, business people, and faculty and students of
executive business education programs have long awaited. Its sample
sales plan, specific strategies, and hands-on advice will prove
indispensable as you maneuver away from the coattails of your
competitors into a leading position in the marketplace.
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