9781332252589 - A Behavioral Simulation Model of Sales Planning and Control in a Datacommunications Company (Classic Reprint) de D. W. Morecroft, John (3 resultados)

PAP. Condición: New. New Book. Shipped from UK. Established seller since 2000.

PAP. Condición: New. New Book. Shipped from UK. Established seller since 2000.

Paperback. Condición: New. Print on Demand. This book presents a behavioural simulation model of sales planning and control used by datacommunications companies. The model outlines the policies and procedures, processes, and measurements by which a company's sales organization plans, executes, controls, and improves its sales activities. It allows readers to gain a deeper understanding of the roles and responsibilities of the 'players' involved in sales, including account executives, customers, sales executives, business planners, and compensation planners. The author explores how these players interact, cooperate, and align with the sales goals of the company as a whole. The model also demonstrates the dynamic processes of sales within an organization, particularly the impact of compensation schemes on product sales and the influence of customer orders and stretch margins on sales objectives. Through simulations, the author illustrates how these elements affect sales force hiring and layoff decisions and how they impact the overall dynamics of sales planning and control within the company. Ultimately, the model provides a framework for understanding the complexities of sales management and offers valuable insights for improving sales performance and organizational growth. This book is a reproduction of an important historical work, digitally reconstructed using state-of-the-art technology to preserve the original format. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in the book. print-on-demand item.