Sales Management (Second Edition)

Author: F.V. Cespedes
Publisher:
Publish Date: 2003-07-01
Features: This series is specifically developed for MBA programs and has been included in the current curriculum of Harvard Business School. The curriculum of Harvard Business School relies heavily on the case method. Using this approach, students can analyze and discuss hand reports related to real-world management scenarios. Students can also gain insights into the fundamental tasks managers perform: How to measure performance? How to make decisions? How to organize activities? This book is not a collection of cases but discusses the basic theoretical framework and management processes, tools, especially in three key areas: Key Account Management, Focus on Every Order Moment, and Channel Management. The content is novel and highly practical, covering aspects that are rarely addressed in most current marketing textbooks. In the book Sales and Salesperson Management, the author discusses the recruitment, selection, training, compensation management, and performance evaluation of salespeople in a step-by-step manner. These are typically the basic components of a marketing plan, but different companies may execute these tasks in different ways at different times.