A Guide to Sales Management

Massimo Parravicini

ISBN 10: 163157258X / ISBN 13: 9781631572586

Published by Business Expert Press, US, 2015

About this Item

In many FMCG companies, the challenges for the sales function are to develop effective sales strategies and to deliver excellent sales operations in order to support the achievement of business targets. The purpose of this 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, order to cash, and sales and operations planning. For each of these topics, the content of this book is a balance of theory, practical tips, and useful tools, keeping in mind not only the "what," but also the "how" of the implementation.The reader will learn how to map sales channels, assess a customer base, design a sales strategy, build a sales scorecard, and organize a sales team's frontline and back office. The book also covers how to structure trade category plans, customer business plans, and customer negotiation plans and how to optimize the sales team's contribution to the company's key fundamental processes. It concludes with an overview of the future challenges of sales management.

Seller Inventory # LU-9781631572586

Bibliographic Details

• Title: A Guide to Sales Management
• Publisher: Business Expert Press, US
• Publication Date: 2015
• Language: English
• ISBN 10: 163157258X
• ISBN 13: 9781631572586
• Binding: Paperback
• Condition: New
• Weight: 345 grams

About this title

Synopsis

The sales function is increasingly becoming more and more strategic. This change is being driven on the one hand by modifications in the customer base, due to mergers, acquisitions and internationalization, and on the other hand by the centralization, regionalization and globalization of the manufacturers marketing and supply chain functions. These days, many multinational companies, not only those of the fast moving consumer goods industry 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, that must be capable of both implementing locally global corporate strategies and providing structured feedback to improve the local 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 guide to sales management, with the ambition to offer help in managing sales strategy and operations. This is the reason the book is not limited to the discussion of the classic topics of sales force management, but will also introduce other related themes such as route to market and distributive strategy, trade terms and account management, trade marketing, field marketing, sales operations and customer service. The idea at the heart of the guide is that there is a prerequisite route to market and four pillars of sales management that must be well governed: sales strategy, key performance indicators, organization and processes & IT tools. The book is conceived as a guide to sales management.. Across every topic theory and practical tips are balanced keeping in mind not only the what, but also the how of the implementation. The book seeks to be an affordable offering in sales management that covers all aspects of sales with a holistic approach that at the same time speaks the practitioners language and is easy to read.

About the Author

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