A guide to sales management : a practiioner's view of trade sales organizations

Massimo Parravicini

Informasi Umum

Kode

25.21.1964

Klasifikasi

658.81 - Sales management

Jenis

Buku - Elektronik (E-Book)

Subjek

Sales Management

No. Rak

Tel-U Bandung - Gedung Manterawu Lantai 5 : Rak 22
Tel-U Purwokerto : Rak 8

Dilihat

12 kali

Informasi Lainnya

Abstraksi

In many FMCG companies, the challenges for the sales function are to develop effective sales strategies and to deliver excellent sales operations in order to support the achievement of business targets. The purpose of this book is to provide a practical guide to sales management through the analysis of its key components: route to market, sales strategy, key performance indicators, organizational models, sales force management, customer business planning, order to cash, and sales and operations planning. For each of these topics, the content of this book is a balance of theory, practical tips, and useful tools, keeping in mind not only the “what,” but also the “how” of the implementation.