9781107470323

NEW NEW NEW NEW Size : 250mm x 175mm • Pages : 398pp

• Year : 2014 • Binding : Paperback • ISBN : 9781107470323 • Price ` 695.00 only

Leading the Sales Force A Dynamic Management Process René Y. Darmon René Y. Darmon, ESSEC Business School

Leading the Sales Force

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.

A Dynamic Management Process

CONTENTS

RenĂŠ Y. Darmon 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. RenĂŠ Y. Darmon shows how this process relies on a clear vision of

Figures; Tables; Preface; 1. Introduction to the dynamic sales force management process; Part I. The Actors Of The Process And Their Roles: 2. Buyers: key actors of the process; 3. Dynamic customer relationship management processes; 4. Salespeople: intermediaries in the dynamic management process; 5. Sales managers: leaders of the dynamic management process; 6. The changing environment of the dynamic management process; Part II. Tools For Implementing The Process: The Command Center: 7. Controlling the overall selling effort; 8. Tools for controlling centralized processes: specific objective programs; 9. Tools for controlling decentralized processes: directional objective programs; 10. Controlling effort quality improvement programs; 11. Using dashboards and organizing information flows; Conclusion; References; Index.

Available from:

India Private Limited www.cambridgeindia.org Cambridge House, 4381/4, Ansari Road, Daryaganj, New Delhi-110002 Tel.: +91 11 43543500 Fax: +91 11 23288534 Email: cupdel@cambridge.org C-22, Brigade M.M., K.R. Road, Jayanagar, Bengaluru-560070 Tel.: +91 80 65593388, 26764817, 26762764 Fax: +91 80 26761322 Email: cupbang@cambridge.org Cambridge House, Plot No. 80, Service Industries, Shirvane, Sector-1, Nerul, Navi Mumbai-400706 Tel.: +91 22 27709172, 27713810 Fax: 91 22 27709173 Email: cupmum@cambridge.org The Cambridge Centre, 10, Raja Subodh Mullick Square, 2nd Floor, Kolkata-700013 Tel.: +91 33 22259976, 22250046 Fax: +91 33 22250327 Email: cupkol@cambridge.org The Cambridge Centre, 21/1 (New No. 49), 1st Floor, Model School Road, Thousand Lights, Chennai-600006 Tel.: +91 44 42146807, 28291294 Fax: +91 44 28291295 Email: cupchen@cambridge.org House No. 3-5-874/6/4 (Near Fernandez Hospital, OP Block), St. No. 5, Hyderguda, Hyderabad-500029 Tel.: +91 40 23244458, 66101126 Fax: +91 40 23244459 Email: cuphyd@cambridge.org Agarwal Pride, A Wing, 1308, Kasba Peth, Near Surya Hospital, Pune-411011 Tel.: +91 20 24575767, 24575768 Fax: +91 20 24575768 Email: cuppune@cambridge.org T.C. 25/2732, Lukes Lane, Ambujavilasam Road, Thiruvananthapuram-695001 Tel: +91 471 4064404, 4064405 Fax: +91 471 4070093 Email: cuptvm@cambridge.org Representative Office: Monzeera House, Om Bhawan, 2nd Floor, Panbazar, Guwahati-781001 Telefax: +91 361 2735336 Email: nkakoty@cambridge.org Follow us on Facebook: www.facebook.com/cambridgeindia

Twitter: www.twitter.com/cambridgeindia

07/2014