000			04289nam a2200697 i 4500
001			EBC2166935
003			MiAaPQ
005			20240121041206.0
006			m o d |
007			cr cnu||||||||
008			150821s2015 nyu foab 001 0 eng d
020			_z9781631572586 _qpaperback
020			_a9781631572593 _q(electronic bk.)
035			_a(MiAaPQ)EBC2166935
035			_a(Au-PeEL)EBL2166935
035			_a(CaPaEBR)ebr11090884
035			_a(OCoLC)919508985
040			_aMiAaPQ _beng _erda _epn _cMiAaPQ _dMiAaPQ
050		4	_aHF5438.4 _b.P274 2015
082	0		_a658.81 _223
100	1		_aParravicini, Massimo., _eauthor.
245	1	2	_aA guide to sales management : _ba practitioner's view of trade sales organizations / _cMassimo Parravicini.
250			_aFirst edition.
264		1	_aNew York, New York (222 East 46th Street, New York, NY 10017) : _bBusiness Expert Press, _c2015.
300			_a1 online resource (xx, 227 pages)
336			_atext _2rdacontent
337			_acomputer _2rdamedia
338			_aonline resource _2rdacarrier
490	1		_aSelling and sales force management collection, _x2161-8917
504			_aIncludes bibliographical references (pages 215-220) and index.
505	0		_a1. Trade structure and route to market -- 2. The sales strategy -- 3. The performance indicators for sales management -- 4. Organizational roles and responsibilities -- 5. Organization models, recruitment, and incentives -- 6. The business planning process -- 7. The order to cash process -- 8. The sales and operations planning process -- 9. The challenges of sales management -- References -- Index.
506	1		_aAccess restricted to authorized users and institutions.
520	3		_aThe sales function is becoming more and more strategic because (a) the customer base is rapidly evolving through internationalization, mergers, and acquisitions, and (b) the manufacturers' marketing and supply chain functions are being progressively centralized, regionalized, and globalized. Multinational companies develop most of their brands and activation programs with a global scope and feed their markets through international supply networks. As a result, their operating units--national or transnational--are asked to act as "selling machines," which must be capable of both implementing global corporate strategies locally and providing structured feedback to improve the efficacy of the international brand portfolio. In this context, the challenge for the sales function is to develop effective sales strategies and to deliver excellent sales operations. The purpose of the book is to provide a practical guide to sales management through the analysis of its key components: route to market, sales strategy, key performance indicators, organizational models, sales force management, customer business planning, sales and operations planning, and order to cash. For each of these topics, the content of the book is a balance of theory, practical tips, and tools, keeping in mind not only the "what," but also the "how" of the implementation.
588			_aTitle from PDF title page (viewed on August 21, 2015).
590			_aElectronic reproduction. Ann Arbor, MI : ProQuest, 2016. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
650		0	_aSales management.
653			_aSales management
653			_aroute to market
653			_asales strategy
653			_akey performance indicators
653			_asales organization
653			_asales processes
653			_acustomer business planning
653			_asales and operations planning
653			_aorder to cash
653			_adistributive strategy
653			_asales channels
653			_aaccount management
653			_atrade terms
653			_atrade marketing
653			_acategory management
653			_ashopper marketing
653			_afield marketing
653			_asales operations
653			_acustomer service
655		4	_aElectronic books.
776	0	8	_iPrint version: _z9781631572586
797	2		_aProQuest (Firm)
830		0	_aSelling and sales force management collection. _x2161-8917
856	4	0	_uhttps://ebookcentral.proquest.com/lib/bacm-ebooks/detail.action?docID=2166935 _zClick to View
999			_c142383 _d142383