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Darmon, Rene 作者

Cambridge Univ Pr

译者

2006-12 出版日期

381 页数

$ 68.93 价格

HRD

丛书系列

9780521848343 图书编码

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Leading the Sales Force 在线电子书 epub 下载 mobi 下载 pdf 下载 txt 下载 2024

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Leading the Sales Force 在线电子书图书描述

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. Rene 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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