Adopting a multi-national and multi-perspective approach, this book covers the main topics of sales management such as leadership, training, recruitment, compensation, control systems and performance evaluation, as well as important current topics that are often overlooked in other textbooks. Some examples are the impact on selling and sales management of customer relationship management technologies, leading sales teams, the integration and coordination of strategies, processes and resources between marketing and sales, and the issue of price delegation to salespeople. We believe it is important to introduce students to the breadth of topics that are affecting the world of selling and sales management and to investigate them across multiple cultural and industry contexts.
Sales Management - A multinational perspective
GUENZI, PAOLO;
2011
Abstract
Adopting a multi-national and multi-perspective approach, this book covers the main topics of sales management such as leadership, training, recruitment, compensation, control systems and performance evaluation, as well as important current topics that are often overlooked in other textbooks. Some examples are the impact on selling and sales management of customer relationship management technologies, leading sales teams, the integration and coordination of strategies, processes and resources between marketing and sales, and the issue of price delegation to salespeople. We believe it is important to introduce students to the breadth of topics that are affecting the world of selling and sales management and to investigate them across multiple cultural and industry contexts.
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