2015•Thammasat University Digital CollectionsRequires access
A Guide to Sales Management: A Practitioner's View of Trade Sales Organizations
Massimo Parravicini
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Abstract
1. 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