Sales Management A multinational perspective by Paolo Guenzi and Susi

Sales Management
A multinational perspective
by Paolo Guenzi and Susi Geiger

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Table of contents

Table of contents

Sales Management in the 21st Century

PART ONE: Formulation of the sales program: defining sales strategies and sales force culture

Managing change in the sales force
Integrating Sales and Marketing
Designing and implementing a key account management strategy
Delegation of Pricing Authority to Sales People
Customer relationship management system implementation in sales organizations
Ethics in personal selling & sales management

PART TWO: Formulation of the sales program: defining sales force investment and structure

Sales planning and forecasting
Sales force organization and territory design
Sizing the sales force
International Selling

PART THREE: Implementation of the sales program: creating & developing competencies

Sales force recruitment and selection
Sales Force Training

PART FOUR: Implementation of the sales program: directing efforts

Team Leadership and coaching
Sales Control Systems
Sales Force Motivation
Sales force compensation

PART FIVE: Sales People's responses

Salespeople's Self-Management: Salespeople's Knowledge, Emotions and Behaviours

PART SIX: Evaluation of the sales force

Sales force performance and evaluation

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