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Sales Excellence

Systematic Sales Management

Paperback Engels 2014 9783642433757
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Samenvatting

This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

Specificaties

ISBN13:9783642433757
Taal:Engels
Bindwijze:paperback
Aantal pagina's:316
Uitgever:Springer
Druk:2012
Verschijningsdatum:15-10-2014
Hoofdrubriek:Marketing
ISSN:

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Inhoudsopgave

Introduction.- Sales Strategy - Setting the Fundamental Course.- Sales Management - Designing Structures and Processes, Managing People and Living the Culture.- Information Management as the Key to Professionalism in Sales.- Customer Relationship Management - Staying on the Ball!.

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