Hidden Bibliographic Details
| ISBN: | 9780511585814
0511585810
9780511261145
0511261144
0511260571
9780511260575
9780521848343
0521848342
9786610749157
6610749159
1107164621
9781107164628
1280749156
9781280749155
0511259328
9780511259326
0511319959
9780511319952
0511259972
9780511259975
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| Notes: | Includes bibliographical references (pages (342-373) and index.
English.
Print version record.
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| 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.
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| Other form: | Print version: Darmon, René Y. Leading the sales force. Cambridge ; New York : Cambridge University Press, ©2007 9780521848343 0521848342
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