| Document Type
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BL
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| Record Number
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961444
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| Doc. No
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b715814
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| Main Entry
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Darmon, René Y.
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| Title & Author
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Leading the sales force : : a dynamic management process /\ René Y. Darmon.
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| Publication Statement
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Cambridge ;New York :: Cambridge University Press,, ©2007.
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| Page. NO
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1 online resource (xv, 381 pages) :: illustrations
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| ISBN
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0511259328
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: 0511259972
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: 0511260571
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: 0511261144
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: 0511319959
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: 0511585810
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: 0521848342
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: 1107164621
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: 1280749156
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: 6610749159
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: 9780511259326
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: 9780511259975
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: 9780511260575
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: 9780511261145
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: 9780511319952
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: 9780511585814
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: 9780521848343
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: 9781107164628
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: 9781280749155
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: 9786610749157
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| Bibliographies/Indexes
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Includes bibliographical references (pages (342-373) and index.
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| Contents
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Introduction to the dynamic management process -- Part I. The actors in the process and their roles -- Buyers : key actors in the process -- Dynamic customer relationship management processes -- Salespeople : intermediaries in the dynamic management process -- Sales managers : leaders of the dynamic management process -- The changing environment of the dynamic management process -- Part II. Tools for implementing the process : the command center -- Controlling the overall selling effort -- Tools for controlling centralized processes : specific objective programs -- Tools for controlling decentralized processes : directional objective programs -- Controlling effort quality improvement programs -- Using dashboards and organizing information flows.
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| Abstract
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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 when they develop and maintain a holistic vision. The first part of the book describes the key actors and their roles, while the second part examines the tools used to implement the dynamic sales force management process. René Y. Darmon shows how this process relies on a clear vision of successive sales missions to be accomplished over time by all members of a sales team, as they develop strategies and tactics which contribute to fulfilling the firm's overall aims.
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| Subject
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Sales management.
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Sales personnel.
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| Subject
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Vendeurs.
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Ventes-- Gestion.
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BUSINESS ECONOMICS-- Human Resources Personnel Management.
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BUSINESS ECONOMICS-- Workplace Culture.
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| Subject
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Sales management.
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Sales personnel.
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| Dewey Classification
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658.3044
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| LC Classification
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HF5438.4.D37 2007eb
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