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A Guide to Sales Management: A Practitioner’s View of Trade Sales Organizations - Tapa blanda

Massimo Parravicini

 
9781631572586: A Guide to Sales Management: A Practitioner’s View of Trade Sales Organizations
Tapa blanda
ISBN 10: 163157258X ISBN 13: 9781631572586
Editorial: Business Expert Press, 2015

Sinopsis

In many FMCG companies, the challenges for the sales function are to develop effective sales strategies and to deliver excellent sales operations in order to support the achievement of business targets. The purpose of this book is to provide a practical guide to sales management through the analysis of its key components: route to market, sales strategy, key performance indicators, organizational models, sales force management, customer business planning, order to cash, and sales and operations planning. For each of these topics, the content of this book is a balance of theory, practical tips, and useful tools, keeping in mind not only the "what," but also the "how" of the implementation. The reader will learn how to map sales channels, assess a customer base, design a sales strategy, build a sales scorecard, and organize a sales team’s frontline and back ofi ce. The book also covers how to structure trade category plans, customer business plans, and customer negotiation plans and how to optimize the sales team’s contribution to the company’s key fundamental processes. It concludes with an overview of the future challenges of sales management.

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Editorial
Business Expert Press
Año de publicación
2015
Idioma
Inglés
ISBN 10 
163157258X
ISBN 13 
9781631572586
Encuadernación
Tapa blanda
Número de páginas
254
Contacto del fabricante
no disponible
Persona responsable
no disponible