By Massimo Parravicini

in lots of FMCG businesses, the demanding situations for the revenues functionality are to strengthen potent revenues ideas and to bring very good revenues operations for you to aid the fulfillment of commercial objectives. the aim of this ebook is to supply a pragmatic advisor to revenues administration throughout the research of its key parts: path to marketplace, revenues process, key functionality symptoms, organizational types, revenues strength administration, patron company making plans, order to funds, and revenues and operations making plans.
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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A Guide to Sales Management: A Practitioner's View of Trade Sales Organizations by Massimo Parravicini


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