描述
开 本: 16开纸 张: 胶版纸包 装: 精装是否套装: 否国际标准书号ISBN: 9780521848343
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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