Contemporary Sales Force Management

By Tony Carter and William Winston

By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to reflect changing industry dynamics, and how to raise your levels of sales efficiency through the use of customer advisory groups and sales technological tools, such as video conferencing, database management, and up-to-date industry software. Through the book's important discussions on lowering mutual costs, building long-term customer relationships, improving sales skills, and developing core process skills, you will also learn to think and act with a strategic perspective that successfully steers the sales process.

• Format: Hardcover
• Language: English
• ISBN: 0789001136
• ISBN13: 9780789001139
• Release Date: December 1997
• Publisher: Routledge
• Length: 318 Pages
• Weight: 1.40 lbs.
• Dimensions: 1.0" x 5.8" x 8.8"