SALES MANAGEMENT GUENZI P. Księgarnia

Sales Management: A Multinational Perspective
by Paolo Guenzi , Susi Geiger (Editor)

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.

Introduction to Personal Selling and Sales Management; Paolo Guenzi, Bocconi University, Italy

PART I: Formulation of the Sales Program: Defining Sales Strategies and Sales Force Culture Organizing and Coordinating Sales and Marketing Goals, Roles and Responsibilities; Gabriele Troilo, Bocconi University, Italy Designing and Implementing Key Account Management Strategy and Plans; Marco Aurelio Sisti, Bocconi University, Milan, Italy
Price Delegation; Manfred Krafft and Ann-Kristin Hansen, University of Münster, Germany Customer Relationship Management System Implementation in Sales organizations; Nikolaos Panagopoulos, Athens University of Economics& Business, Greece Ethics in Personal selling& Sales Management; Sergio Roman, University of Murcia, Spain

PART II: Formulation of the Sales program: Defining Sales Force Investment and Structure Sizing the Sales Force and Controlling Sales Force Turnover; Rene Darmon, Essec, Paris, France Sales Force Organization; TBA

PART III: Implementation of the Sales Program: Creating& Developing Competencies Sales Force Recruitment and Selection; Christophe Fournier, Université de Montpellier, France Sales Force Training; George Avlonitis, Athens University of Economics& Business, Greece

PART IV: Implementation of the Sales Program: Directing Efforts Sales Force Motivation; Tony Simintiras, Swansea University, UK Sales Planning; Pascal Brassier, ESC Cler,Mont-Ferrand, France Team Leadership; Paolo Guenzi, Bocconi University, Italy Sales Force Compensation; Dominique Rouzies, HEC, France

PART V: Control and Evaluation of the Sales Force Sales Force Performance Evaluation; TBA Conclusion: Managing Change in the Sales Force; Paolo Guenzi

Paperback , 448pp

Po otrzymaniu zamówienia poinformujemy,
czy wybrany tytuł polskojęzyczny lub anglojęzyczny jest aktualnie na półce księgarni.