TY  - BOOK
AU  - Parravicini,Massimo
TI  - A guide to sales management: a practitioner's view of trade sales organizations 
T2  - Selling and sales force management collection,
SN  - 9781631572593
AV  - HF5438 .G853 2015
PY  - 2015///
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Sales management
KW  - route to market
KW  - sales strategy
KW  - key performance indicators
KW  - sales organization
KW  - sales processes
KW  - customer business planning
KW  - sales and operations planning
KW  - order to cash
KW  - distributive strategy
KW  - sales channels
KW  - account management
KW  - trade terms
KW  - trade marketing
KW  - category management
KW  - shopper marketing
KW  - field marketing
KW  - sales operations
KW  - customer service
N1  - 1 (pages 215-220) and index; 1. Trade structure and route to market --; 2. The sales strategy --; 3. The performance indicators for sales management --; 4. Organizational roles and responsibilities --; 5. Organization models, recruitment, and incentives --; 6. The business planning process --; 7. The order to cash process --; 8. The sales and operations planning process --; 9. The challenges of sales management --; References --; Index; 2; b; Also available in printing
N2  - The sales function is becoming more and more strategic because (a) the customer base is rapidly evolving through internationalization, mergers, and acquisitions, and (b) the manufacturers' marketing and supply chain functions are being progressively centralized, regionalized, and globalized. Multinational companies develop most of their brands and activation programs with a global scope and feed their markets through international supply networks. As a result, their operating units--national or transnational--are asked to act as "selling machines," which must be capable of both implementing global corporate strategies locally and providing structured feedback to improve the efficacy of the international brand portfolio. In this context, the challenge for the sales function is to develop effective sales strategies and to deliver excellent sales operations. The purpose of the book is to provide a practical guide to sales management through the analysis of its key components: route to market, sales strategy, key performance indicators, organizational models, sales force management, customer business planning, sales and operations planning, and order to cash. For each of these topics, the content of the book is a balance of theory, practical tips, and tools, keeping in mind not only the "what," but also the "how" of the implementation
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000415.html
ER  -