: Strategies for trade development, sales promotions, merchandising, and key account management.
: Techniques for managing by objectives, using rewards and incentives, and conducting effective appraisals. Sales Management (Marketing Series: Practitioner)
: Detailed processes for selection, basic training, and ongoing field training. The text emphasizes that a sales manager must
The text emphasizes that a sales manager must bridge the gap between individual selling skills and broader management responsibilities. Its primary goal is to provide step-by-step guidance on managing a diverse team to implement marketing strategies at the customer interface. Key Topics Covered The handbook is organized into sections covering the
: Practical methods for sales forecasting, performance monitoring, and the use of planning forms.
The handbook is organized into sections covering the full lifecycle of sales force administration:
: Specialized guidance on distribution channels, desk research, and managing overseas agents or distributors. Target Audience The book is specifically written for: