Leading the Sales Force A Dynamic Management Process 1st Edition by Rene Y Darmon ISBN 0521848342 9780521848343

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Product details:

ISBN 10: 0521848342

ISBN 13: 9780521848343 

Author: Rene Y. Darmon

How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions in order to accomplish their missions. This book provides an integrative vision of a sales manager’s function, using the concept of a dynamic sales force management process. This process adds a new dimension to the ‘classical’ conception of sales force management, showing how sales managers can be more effective when they develop and maintain a holistic vision. The first part of the book describes the key actors and their roles, while the second part examines the tools used to implement the dynamic sales force management process. René Y. Darmon shows how this process relies on a clear vision of successive sales missions to be accomplished over time by all members of a sales team, as they develop strategies and tactics which contribute to fulfilling the firm’s overall aims.

Table of contents:

Part I: The Actors in the Process and Their Roles

1. Introduction to the Dynamic Management Process
2. Buyers: Key Actors in the Process
3. Dynamic Customer Relationship Management Processes
4. Salespeople: Intermediaries in the Dynamic Management Process
5. Sales Managers: Leaders of the Dynamic Management Process
6. The Changing Environment of the Dynamic Management Process

Part II: Tools for Implementing the Process: The Command Center
7. Controlling the Overall Selling Effort
8. Tools for Controlling Centralized Processes: Specific Objective Programs
9. Tools for Controlling Decentralized Processes: Directional Objective Programs
10. Controlling Effort Quality Improvement Programs
11. Using Dashboards and Organizing Information Flows

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Tags: Rene Y Darmon, Leading, Sales Force, Dynamic Management Process