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