Leading the sales force : a dynamic management process /
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 ma...
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Cambridge ; New York :
Cambridge University Press,
©2007.
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| Subjects: | |
| Online Access: | CONNECT |
Table of Contents:
- Introduction to the dynamic management process
- Part I. The actors in the process and their roles
- Buyers : key actors in the process
- Dynamic customer relationship management processes
- Salespeople : intermediaries in the dynamic management process
- Sales managers : leaders of the dynamic management process
- The changing environment of the dynamic management process
- Part II. Tools for implementing the process : the command center
- Controlling the overall selling effort
- Tools for controlling centralized processes : specific objective programs
- Tools for controlling decentralized processes : directional objective programs
- Controlling effort quality improvement programs
- Using dashboards and organizing information flows.
