Leading the sales force: a dynamic management process
Auteur :
Darmon, René Y.
Éditeur :
Cambridge University Press
ISBN :
9780521848343
Date de publication :
7 déc. 2006
Dimensions :
25,3 x 18,0 x 2,7 cm
Poids :
954 g
Langue :
Anglais
Pays d'origine :
Grande Bretagne
How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions to accomplish their missions. In this book, René Y. Darmon provides an integrative vision of a sales manager's function, within the framework of a dynamic sales force management process.