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.

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
Superior document:Selling and sales force management collection,
VerfasserIn:
Parravicini, Massimo.,
Place / Publishing House:New York, New York (222 East 46th Street, New York, NY 10017) : : Business Expert Press,, 2015.
Year of Publication:2015
Edition:First edition.
Language:English
Series:Selling and sales force management collection.
Online Access:
Physical Description:1 online resource (xx, 227 pages)
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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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