Sales Management A Multinational Perspective

by Guenzi, Paolo; Geiger, Susi

• ISBN13: 9780230245952
• ISBN10: 0230245951
• Format: Paperback
• Copyright: 2011-02-15
• Publisher: Red Globe Pr

Summary

International Sales Management offers a global perspective on the opportunities and issues facing today#x19;s sales managers. Current textbooks have failed to move beyond the US context; International Sales Management provides unique access to European and international experts, with globally relevant case studies.

Author Biography

PAOLO GUENZI Director of Sales Management Courses and Associate Professor of Corporate Economics and Management at Bocconi University, Italy.
 
SUSI GEIGER Senior Lecturer at Quinn School of Business, University College Dublin, Ireland. She has been widely commended for her contributions to international marketing journals and research.

Table of Contents

Introduction to Personal Selling and Sales Management; Paolo Guenzi, Bocconi University, Italy
PART I: Formulation of the Sales Program: Defining Sales Strategies and Sales Force Culture
Organizing and Coordinating Sales and Marketing Goals, Roles and Responsibilities; Gabriele Troilo, Bocconi University, Italy
Designing and Implementing Key Account Management Strategy and Plans; Marco Aurelio Sisti, Bocconi University, Milan, Italy
Price Delegation; Manfred Krafft and Ann-Kristin Hansen, University of Münster, Germany
Customer Relationship Management System Implementation in Sales organizations; Nikolaos Panagopoulos, Athens University of Economics& Business, Greece
Ethics in Personal selling& Sales Management; Sergio Romàn, University of Murcia, Spain
PART II: Formulation of the Sales program: Defining Sales Force Investment and Structure
Sizing the Sales Force and Controlling Sales Force Turnover; Renè Darmon, Essec, Paris, France
Sales Force Organization; TBA
PART III: Implementation of the Sales Program: Creating& Developing Competencies
Sales Force Recruitment and Selection; Christophe Fournier, Université de Montpellier, France
Sales Force Training; George Avlonitis, Athens University of Economics& Business, Greece
PART IV: Implementation of the Sales Program: Directing Efforts
Sales Force Motivation; Tony Simintiras, Swansea University, UK
Sales Planning; Pascal Brassier, ESC Cler,Mont-Ferrand, France
Team Leadership; Paolo Guenzi, Bocconi University, Italy
Sales Force Compensation; Dominique Rouziès, HEC, France
PART V: Control and Evaluation of the Sales Force
Sales Force Performance Evaluation; TBA
Conclusion: Managing Change in the Sales Force; Paolo Guenzi