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

A guide to sales management : a practitioner's view of trade sales organizations / Massimo Parravicini, MA.

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...

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Bibliographic Details
Main Author: Parravicini, Massimo (Author)
Format: eBook
Language:English
Published: New York, NY : Business Expert Press, 2015.
Edition:First edition.
Series:Selling and sales force management collection.
Subjects:
Sales management.
BUSINESS & ECONOMICS > Industrial Management.
BUSINESS & ECONOMICS > Management.
BUSINESS & ECONOMICS > Management Science.
BUSINESS & ECONOMICS > Organizational Behavior.
Sales management
Online Access:Click for online access
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.

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