By Massimo Parravicini
For each one of those subject matters, the content material of this ebook is a stability of thought, sensible suggestions, and helpful instruments, retaining in brain not just the “what,” but additionally the “how” of the implementation. The reader will the best way to map revenues channels, investigate a shopper base, layout a revenues approach, construct a revenues scorecard, and arrange a revenues team’s frontline and again ofi ce. The publication additionally covers tips on how to constitution alternate class plans, client company plans, and client negotiation plans and the way to optimize
the revenues team’s contribution to the company’s key basic procedures. It concludes with an summary of the long run demanding situations of revenues management.
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Extra info for A Guide to Sales Management: A Practitioner's View of Trade Sales Organizations
A Guide to Sales Management: A Practitioner's View of Trade Sales Organizations by Massimo Parravicini