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Leading the Sales Force :A Dynamic M...

Darmon, Rene Y.

Leading the Sales Force :A Dynamic Management Process.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Leading the Sales Force :
Reminder of title:	A Dynamic Management Process.
Author:	Darmon, Rene Y.
Published:	Leiden :Cambridge University Press,2006.
Description:	399 p.
Subject:	Sales personnel.
Online resource:	Click here to view book
ISBN:	9780511585814 (electronic bk.)

Leading the Sales Force :A Dynamic Management Process.
Darmon, Rene Y.

Leading the Sales Force :A Dynamic Management Process.[electronic resource]. - Leiden :Cambridge University Press,2006. - 399 p.

Cover; Half-title; Title; Copyright; Dedication; Contents; List of figures; List of tables; Preface; 1 Introduction to the dynamic sales force management process; Case study 1: myopic sales force management at an Industrial Mechanics Corporation; The dynamic sales force management process defined; Main elements of the process; Conclusion; 2 Buyers: key actors in 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

How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions to accomplish their missions. In this book, Rene Y. Darmon provides an integrative vision of a sales manager's function, within the framework of a dynamic sales force management process.

Electronic reproduction.

Available via World Wide Web.

Mode of access: World Wide Web.

ISBN: 9780511585814 (electronic bk.)Subjects--Topical Terms:

297664
Sales personnel.
Index Terms--Genre/Form:

214472
Electronic books.

LC Class. No.: HF5438.4 .D37 2007eb

Dewey Class. No.: 658.3044

Leading the Sales Force :A Dynamic Management Process.
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020 $a 9780511585814 (electronic bk.)
020 $a 9780521848343 (print)
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035 $a EBL281724
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050 0 0 $a HF5438.4 .D37 2007eb
082 0 0 $a 658.3044
100 1 $a Darmon, Rene Y. $3 323923
245 1 0 $a Leading the Sales Force : $b A Dynamic Management Process. $h [electronic resource].
260 $a Leiden : $b Cambridge University Press, $c 2006.
300 $a 399 p.
505 0 $a Cover; Half-title; Title; Copyright; Dedication; Contents; List of figures; List of tables; Preface; 1 Introduction to the dynamic sales force management process; Case study 1: myopic sales force management at an Industrial Mechanics Corporation; The dynamic sales force management process defined; Main elements of the process; Conclusion; 2 Buyers: key actors in 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
505 8 $a 6 The changing environment of the dynamic management process7 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; Some managerial perspectives; Some research perspectives; References; Index
520 $a How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions to accomplish their missions. In this book, Rene Y. Darmon provides an integrative vision of a sales manager's function, within the framework of a dynamic sales force management process.
533 $a Electronic reproduction. $n Available via World Wide Web.
538 $a Mode of access: World Wide Web.
650 4 $a Sales personnel. $3 297664
655 7 $a Electronic books. $2 local. $3 214472
710 2 $a Ebooks Corporation. $3 322111
776 1 $z 9780521848343
856 4 0 $z Click here to view book $u http://dx.doi.org/10.1017/CBO9780511585814