Sales management
Subtitle: a multinational perspective
By: edited by Paolo Guenzi and Susi Geiger
Publisher: Palgrave Macmillan
Published: 2011
Place of publication: Houndmills, Basingstoke Hampshire; New York
Language: eng
Number of pages: 491
ISBN-13: 9780230245952
Subjects: Sales management; Selling; BUSINESS & ECONOMICS / Sales & Selling; Marketing; BUSINESS & ECONOMICS / Management; BUSINESS & ECONOMICS / Marketing / General
Description: "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"--
Notes: Includes bibliographical references and index.
Table of contents: title: Machine generated contents note:; title: Introduction to Personal Selling and Sales Management; Paolo Guenzi, Bocconi University, Italy; title: PART I: Formulation of the Sales Program: Defining Sales Strategies and Sales Force Culture; title: Organizing and Coordinating Sales and Marketing Goals, Roles and Responsibilities; Gabriele Troilo, Bocconi University, Italy; title: Designing and Implementing Key Account Management Strategy and Plans; Marco Aurelio Sisti, Bocconi University, Milan, Italy; title: Price Delegation; Manfred Krafft and Ann-Kristin Hansen, University of Münster, Germany; title: Customer Relationship Management System Implementation in Sales organizations; Nikolaos Panagopoulos, Athens University of Economics& Business, Greece; title: Ethics in Personal selling& Sales Management; Sergio Romàn, University of Murcia, Spain; title: PART II: Formulation of the Sales program: Defining Sales Force Investment and Structure; title: Sizing the Sales Force and Controlling Sales Force Turnover; Renè Darmon, Essec, Paris, France; title: Sales Force Organization; TBA; title: PART III: Implementation of the Sales Program: Creating& Developing Competencies; title: Sales Force Recruitment and Selection; Christophe Fournier, Universite; de Montpellier, France; title: Sales Force Training; George Avlonitis, Athens University of Economics& Business, Greece; title: PART IV: Implementation of the Sales Program: Directing Efforts; title: Sales Force Motivation; Tony Simintiras, Swansea University, UK; title: Sales Planning; Pascal Brassier, ESC Cler,Mont-Ferrand, France; title: Team Leadership; Paolo Guenzi, Bocconi University, Italy; title: Sales Force Compensation; Dominique Rouziès, HEC, France; title: PART V: Control and Evaluation of the Sales Force; title: Sales Force Performance Evaluation; TBA; title: Conclusion: Managing Change in the Sales Force; Paolo Guenzi.