Master your Minecraft
 
 

Special Offers see all

Enter to WIN a $100 Credit

Subscribe to PowellsBooks.news
for a chance to win.
Privacy Policy

Tour our stores


    Recently Viewed clear list


    Original Essays | November 7, 2014

    Carli Davidson: IMG Puppies for Sale? Read This First



    Shake Puppies contains an almost unsettling amount of cuteness. There is a good chance after looking through its pages you will get puppy fever and... Continue »

    spacer
Qualifying orders ship free.
$69.25
New Trade Paper
Ships in 1 to 3 days
Add to Wishlist
available for shipping or prepaid pickup only
Available for In-store Pickup
in 7 to 12 days
Qty Store Section
1 Remote Warehouse Business- Marketing

Sales Management

by

Sales Management Cover

 

Synopses & Reviews

Publisher Comments:

International Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; International Sales Management provides unique access to European and international experts, with globally relevant case studies.

About the Author

PAOLO GUENZI Director of Sales Management Courses and Associate Professor of Corporate Economics and Management at Bocconi University, Italy.

 

SUSI GEIGER Senior Lecturer at Quinn School of Business, University College Dublin, Ireland. She has been widely commended for her contributions to international marketing journals and research.

Table of Contents

Introduction to Personal Selling and Sales Management; Paolo Guenzi, Bocconi University, Italy

PART I: Formulation of the Sales Program: Defining Sales Strategies and Sales Force Culture

Organizing and Coordinating Sales and Marketing Goals, Roles and Responsibilities; Gabriele Troilo, Bocconi University, Italy

Designing and Implementing Key Account Management Strategy and Plans; Marco Aurelio Sisti, Bocconi University, Milan, Italy

Price Delegation; Manfred Krafft and Ann-Kristin Hansen, University of Münster, Germany

Customer Relationship Management System Implementation in Sales organizations; Nikolaos Panagopoulos, Athens University of Economics& Business, Greece

Ethics in Personal selling& Sales Management; Sergio Romàn, University of Murcia, Spain

PART II: Formulation of the Sales program: Defining Sales Force Investment and Structure

Sizing the Sales Force and Controlling Sales Force Turnover; Renè Darmon, Essec, Paris, France

Sales Force Organization; TBA

PART III: Implementation of the Sales Program: Creating& Developing Competencies

Sales Force Recruitment and Selection; Christophe Fournier, Université de Montpellier, France

Sales Force Training; George Avlonitis, Athens University of Economics& Business, Greece

PART IV: Implementation of the Sales Program: Directing Efforts

Sales Force Motivation; Tony Simintiras, Swansea University, UK

Sales Planning; Pascal Brassier, ESC Cler,Mont-Ferrand, France

Team Leadership; Paolo Guenzi, Bocconi University, Italy

Sales Force Compensation; Dominique Rouziès, HEC, France

PART V: Control and Evaluation of the Sales Force

Sales Force Performance Evaluation; TBA

Conclusion: Managing Change in the Sales Force; Paolo Guenzi

Product Details

ISBN:
9780230245952
Author:
Guenzi, Paolo
Publisher:
Palgrave MacMillan
Editor:
Geiger, Susi
Author:
Geiger, Susi
Subject:
Marketing - General
Subject:
Sales
Subject:
Selling
Subject:
Management
Subject:
Sales & Selling - General
Subject:
Management - General
Subject:
Selling/General
Subject:
Business;Marketing
Edition Description:
Trade Paperback
Publication Date:
20110231
Binding:
TRADE PAPER
Grade Level:
Professional and scholarly
Language:
English
Pages:
448
Dimensions:
9.25 x 6.13 in

Related Subjects

Business » Human Resource Management
Business » Management
Business » Marketing
Business » Sales
History and Social Science » Politics » General

Sales Management New Trade Paper
0 stars - 0 reviews
$69.25 In Stock
Product details 448 pages Palgrave MacMillan - English 9780230245952 Reviews:
spacer
spacer
  • back to top

FOLLOW US ON...

     
Powell's City of Books is an independent bookstore in Portland, Oregon, that fills a whole city block with more than a million new, used, and out of print books. Shop those shelves — plus literally millions more books, DVDs, and gifts — here at Powells.com.