Contemporary Sales Force Management

Business & Finance
Cover of the book Contemporary Sales Force Management by William Winston, Tony Carter, Taylor and Francis
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: William Winston, Tony Carter ISBN: 9781136373756
Publisher: Taylor and Francis Publication: May 13, 2013
Imprint: Routledge Language: English
Author: William Winston, Tony Carter
ISBN: 9781136373756
Publisher: Taylor and Francis
Publication: May 13, 2013
Imprint: Routledge
Language: English

By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to reflect changing industry dynamics, and how to raise your level of sales efficiency through the use of customer advisory groups and sales technological tools, such as video conferencing, database management, and up-to-date industry software. Through the book’s important discussions on lowering mutual costs, building long-term customer relationships, improving sales skills, and developing core process skills, you will also learn to think and act with a strategic perspective that successfully steers the sales process.

Grounded in practical applications, Contemporary Sales Force Management unites theoretical principles with applied examples and case studies gathered from research with major firms in dynamic markets such as Beijing and Shanghai in China, the European Union, and the United States. From these case studies demonstrating how top players achieve success, you gain critical information on:

  • the role of the sales force manager in organizations

  • strategic issues for an international sales effort

  • gaining functional expertise in sales and marketing along with industry knowledge

  • globalization and its impact on sales management

  • strategies for applying Total Quality Management to sales

  • electronic commerce and cultivating customers on the Web

  • the consequences of having a poorly motivated sales force with low morale

  • developing an environment that fosters and rewards the management of crisis

  • understanding your biases and stereotypical assumptions about others and how these affect decisionmaking

  • dealing with the legal and regulatory environment and ethical issues that arise in the course of managing the sales force

    Contemporary Sales Force Management is the book managers, entrepreneurs, business people, and faculty and students of executive business education programs have long awaited. Its sample sales plan, specific strategies, and hands-on advice will prove indispensable as you maneuver away from the coattails of your competitors into a leading position in the marketplace.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to reflect changing industry dynamics, and how to raise your level of sales efficiency through the use of customer advisory groups and sales technological tools, such as video conferencing, database management, and up-to-date industry software. Through the book’s important discussions on lowering mutual costs, building long-term customer relationships, improving sales skills, and developing core process skills, you will also learn to think and act with a strategic perspective that successfully steers the sales process.

Grounded in practical applications, Contemporary Sales Force Management unites theoretical principles with applied examples and case studies gathered from research with major firms in dynamic markets such as Beijing and Shanghai in China, the European Union, and the United States. From these case studies demonstrating how top players achieve success, you gain critical information on:

More books from Taylor and Francis

Cover of the book European Existentialism by William Winston, Tony Carter
Cover of the book Alphabet by William Winston, Tony Carter
Cover of the book Americans on Fiction, 1776-1900 Volume 1 by William Winston, Tony Carter
Cover of the book God, Politics, Economy by William Winston, Tony Carter
Cover of the book Field Sketching and the Experience of Landscape by William Winston, Tony Carter
Cover of the book If You Can't Trust Your Mother, Whom Can You Trust? by William Winston, Tony Carter
Cover of the book Practicing Feminism in South Korea by William Winston, Tony Carter
Cover of the book Healthcare Architecture as Infrastructure by William Winston, Tony Carter
Cover of the book Interactional Leadership and How to Coach It by William Winston, Tony Carter
Cover of the book U.S. Military Strategy in the Gulf (Routledge Revivals) by William Winston, Tony Carter
Cover of the book Understanding the Global Spa Industry by William Winston, Tony Carter
Cover of the book The Really Useful Book of Secondary Science Experiments by William Winston, Tony Carter
Cover of the book Pakistan's Nuclear Policy by William Winston, Tony Carter
Cover of the book Reflections on the Constitution (Works of Harold J. Laski) by William Winston, Tony Carter
Cover of the book Climate Change by William Winston, Tony Carter
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy