Leading the sales force : a dynamic management process / René Y. Darmon

Author: Darmon, René Y.
Published: Cambridge ; New York : Cambridge University Press, [2007]
Copyright Date: ©2007
Physical Description: 1 online resource (xv, 381 pages) : illustrations

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Language Note

English.

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.

Summary

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.

Subject(s)

ISBN

9780511585814 (electronic bk.)
0511585810 (electronic bk.)
9780511261145 (electronic bk.)
0511261144 (electronic bk.)
0511260571 (electronic bk.)
9780511260575 (electronic bk.)
9780521848343 (hbk.)
0521848342 (hbk.)
9786610749157
6610749159
1107164621
9781107164628
1280749156
9781280749155
0511259328
9780511259326
0511319959
9780511319952
0511259972
9780511259975

Bibliography Note

Includes bibliographical references (pages (342-373) and index.

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