Cover Image

A guide to sales management : a practitioner's view of trade sales organizations /

The sales function is becoming more and more strategic because (a) the customer base is rapidly evolving through internationalization, mergers, and acquisitions, and (b) the manufacturers' marketing and supply chain functions are being progressively centralized, regionalized, and globalized. Mu...

Full description

Bibliographic Details
Main Author: Parravicini, Massimo., (Author)
Format: eBook
Language:English
Published: New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2015.
Edition:First edition.
Series:Selling and sales force management collection.
Subjects:
Sales management.
Sales management
route to market
sales strategy
key performance indicators
sales organization
sales processes
customer business planning
sales and operations planning
order to cash
distributive strategy
sales channels
account management
trade terms
trade marketing
category management
shopper marketing
field marketing
sales operations
customer service
Electronic books.
Online Access:Click to View
Table of Contents:
  • 1. Trade structure and route to market
  • 2. The sales strategy
  • 3. The performance indicators for sales management
  • 4. Organizational roles and responsibilities
  • 5. Organization models, recruitment, and incentives
  • 6. The business planning process
  • 7. The order to cash process
  • 8. The sales and operations planning process
  • 9. The challenges of sales management
  • References
  • Index.

Similar Items