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Sales Management Paolo Guenzi

Sales Management von Paolo Guenzi

Sales Management Paolo Guenzi


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Zusammenfassung

Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.

Sales Management Zusammenfassung

Sales Management: A multinational perspective Paolo Guenzi

Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.

Sales Management Bewertungen

This collection represents an unusual achievement in the literature - a genuinely rich multinational set of conceptual and empirical contributions to a better understanding of the imperatives facing sales management in the tough current environment we all face. The contributions presented are individually interesting and original and together they make an outstanding contribution to moving the field forward. I have no hesitation in recommending this book to marketing and sales executives and scholars worldwide. - Professor Nigel F Piercy, Professor of Marketing & Strategy and Associate Dean, Warwick Business School, The University of Warwick, UK. Considering the practical importance to business, the scarcity of sound research-based books on sales management is alarming. Guenzi and Geiger have put together a wide-ranging book based on a detailed model of sales management, ranging from strategy through structure and processes, to people management. They provide a number of case studies and models that will make the book of interest to sales academics as well as practitioners. - Professor Lynette Ryals, Professor of Strategic Sales and Account Management, Cranfield School of Management, UK. 'Current academic and executive education still does not meet the utmost importance and variety of sales and sales management in business practice. The edited book 'Sales Management' by Paolo Guenzi and Susi Geiger with its numerous cases and latest research findings contributes to improving sales education, and furthermore serves sales managers as an important guidebook in their daily business.' - Christian Homburg, Professor of Marketing, University of Mannheim, Germany

Über Paolo Guenzi

PAOLO GUENZI Director of Sales Management Courses and Associate Professor of Corporate Economics and Management at Bocconi University, Italy.

SUSI GEIGER Senior Lecturer at Quinn School of Business, University College Dublin, Ireland. She has been widely commended for her contributions to international marketing journals and research.

Inhaltsverzeichnis

Sales Management in the 21st Century.- PART ONE: FORMULATION OF THE SALES PROGRAM: DEFINING SALES STRATEGIES AND SALES FORCE CULTURE.-Managing Change in the Sales Force.- Integrating Sales and Marketing.- Designing and Implementing a Key Account Management Strategy.- Delegation of Pricing Authority to Sales People.- Customer Relationship Management System Implementation in Sales Organizations.- Ethics in Personal Selling & Sales Management.- PART TWO: FORMULATION OF THE SALES PROGRAM: DEFINING SALES FORCE INVESTMENT AND STRUCTURE.- Sales Planning and Forecasting.- Sales Force Organization and Territory Design.- Sizing the Sales Force.- International Selling.- PART THREE: IMPLEMENTATION OF THE SALES PROGRAM: CREATING & DEVELOPING COMPETENCIES.- Sales Force Recruitment and Selection.- Sales Force Training.- PART FOUR: IMPLEMENTATION OF THE SALES PROGRAM: DIRECTING EFFORTS.- Team Leadership and Coaching.- Sales Control Systems.- Sales Force Motivation.- Sales force Compensation.- PART FIVE: SALES PEOPLE'S RESPONSES.- Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours.- PART SIX: EVALUATION OF THE SALES FORCE.- Sales Force Performance and Evaluation.

Zusätzliche Informationen

GOR007577846
9780230245952
0230245951
Sales Management: A multinational perspective Paolo Guenzi
Gebraucht - Sehr Gut
Broschiert
Macmillan Education UK
20110111
448
N/A
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