Sales Management
Marketing 04.10

Patrick Forsyth (Author)

9781841121932, Wiley

Paperback / softback, published 13 December 2001

128 pages
17.8 x 12.3 x 1 cm, 0.113 kg

Fast track route to mastering all aspects of sales management

Covers the key areas of sales management, from techniques for managing sales people at a distance to sales planning, and from assembling a top-flight team to staying market focussed

Examples and lessons from benchmark companies in hotel management, financial services and pharmaceuticals

Includes a glossary of key concepts and a comprehensive resources guide

ExpressExec is a unique business resource of one hundred books. These books present the best current thinking and span the entire range of contemporary business practice. Each book gives you the key concepts behind the subject and the techniques to implement the ideas effectively, together with lessons from benchmark companies and ideas from the world's smartest thinkers.

ExpressExec is organised into ten core subject areas making it easy to find the information you need:

01 Innovation
02 Enterprise
03 Strategy
04 Marketing
05 Finance
06 Operations and Technology
07 Organizations
08 Leading
09 People
10 Life and Work

ExpressExec is a perfect learning solution for people who need to master the latest business thinking and practice quickly.

Introduction to Express Exec

Introduction

What Is Sales Management?

The Evolution of Sales Management

The E-Dimension

The Global Dimension

The State of the Art

In Practice

Key Concepts and Thinkers

Resources

Ten Steps to Making Sales Management Work

Frequently Asked Questions (FAQs)

Acknowledgements

Index

Subject Areas: Business & management [KJ]