Sales Management Manual

Author: Han Guangjun Zhou Hong
Publisher:
Publish Date: 2001-08-01
Features: This book addresses the characteristics of sales departments, which are widely dispersed, highly open, mobile, and complex in terms of their targets. Based on the successful experiences of enterprises both domestically and internationally, it takes the sales organization model as the overall framework and provides a detailed analysis of the features of regional, product-based, customer-based, and functional sales organization models. For each model, it thoroughly elaborates on and defines the planning and management of sales territories, their responsibilities, and quota allocation. Additionally, it summarizes and proposes corresponding job responsibility systems in sales work, clarifying the tasks of each position.