New PDF release: A Guide to Sales Management: A Practitioner's View of Trade

By Massimo Parravicini

in lots of FMCG businesses, the demanding situations for the revenues functionality are to increase powerful revenues recommendations and to bring first-class revenues operations that allows you to help the fulfillment of commercial ambitions. the aim of this ebook is to supply a realistic advisor to revenues administration during the research of its key parts: path to marketplace, revenues process, key functionality signs, organizational types, revenues strength administration, client enterprise making plans, order to money, and revenues and operations making plans.
For every one of those issues, the content material of this ebook is a stability of concept, useful advice, and important instruments, holding in brain not just the “what,” but in addition the “how” of the implementation. The reader will the way to map revenues channels, verify a shopper base, layout a revenues process, construct a revenues scorecard, and set up a revenues team’s frontline and again ofi ce. The publication additionally covers the right way to constitution alternate class plans, client company plans, and shopper negotiation plans and the way to optimize
the revenues team’s contribution to the company’s key basic procedures. It concludes with an outline of the long run demanding situations of revenues management.

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A Guide to Sales Management: A Practitioner's View of Trade Sales Organizations by Massimo Parravicini


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