Feel Free Read Illustrated Sales Management: Seven Habits of Highly Effective People DOC
Sales ManagementContents Introduction to ExpressExecv04.10.01 Introduction104.10.02 What is Sales Management? 504.10.03 Evolution of Sales Management1504.10.04 The E-Dimension2504.10.05 The Global Dimension3504.10.06 The State of the Art4304.10.07 In Practice6104.10.08 Key Concepts and Thinkers7104.10.09 Resources8304.10.10 Ten Steps to Making Sales Management Work93 Frequently Asked Questions (FAQs)105 Acknowledgments107.0104.10IntroductionIs sales management different from other kinds of management? Chapter 1 says that it is and identifies some of the ways in which it is special. » A special form of management» Key approaches to sales management2SALES MANAGEMENT‘‘In this business environment, satisfy the customer is a sacred cow. Even most car dealers are doing that. Sales managers and store managers everywhere are imploring their people to put the customer first. But they’re only playing catch up. In the new world of commerce, satisfying is only the beginning . . . So don’t satisfy customers, everyone does that. Surprise them. Give them something they don’t expect.’’Robert Kreigel and David BrantA SPECIAL FORM OF MANAGEMENTSales, and selling and the sales force, is inherently a part of the marketing mix. It must be deployed appropriately if it is to play its part and have a significant effect on the whole. That means that those people undertaking the sales task must be professional: able to communicate persuasively and create t
