Leading the Sales Force

by Rene Y. Darmon

How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions in order to accomplish their missions. This book provides an integrative vision of a sales manager's function, using the concept of a dynamic sales force management process. This process adds a new dimension to the 'classical' conception of sales force management, showing how sales managers can be more effective...

• Format: Hardcover
• Language: English
• ISBN: 0521848342
• ISBN13: 9780521848343
• Release Date: January 2007
• Publisher: Cambridge University Press
• Length: 398 Pages
• Weight: 2.06 lbs.
• Dimensions: 1.2" x 7.3" x 9.8"