Download A Guide to Sales Management: A Practitioner's View of Trade by Massimo Parravicini PDF

By Massimo Parravicini

in lots of FMCG businesses, the demanding situations for the revenues functionality are to boost powerful revenues concepts and to carry very good revenues operations with a view to help the success of industrial ambitions. the aim of this booklet is to supply a realistic consultant to revenues administration during the research of its key parts: path to industry, revenues procedure, key functionality signs, organizational types, revenues strength administration, purchaser company making plans, order to money, and revenues and operations making plans.
For every one of those themes, the content material of this booklet is a stability of thought, functional counsel, and necessary instruments, conserving in brain not just the “what,” but in addition the “how” of the implementation. The reader will find out how to map revenues channels, check a purchaser base, layout a revenues process, construct a revenues scorecard, and arrange a revenues team’s frontline and again ofi ce. The e-book additionally covers the best way to constitution exchange classification plans, consumer enterprise plans, and buyer negotiation plans and the way to optimize
the revenues team’s contribution to the company’s key basic strategies. It concludes with an outline of the longer term demanding situations of revenues management.

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