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Chapter
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1
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Introduction
Is sales management different from other kinds of management?
Chapter 1 says that it is and identifies some of the ways
in which it is special. A special
form of management Key approaches to sales
management |
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2
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What
is Sales Management?
Sales management is a part of strategic marketing. Chapter
2 looks at some of the ways, large and small, in which its
role is significant. A management
responsibility A fragile process Searching
for an "edge" |
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3
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Evolution
of Sales Management
Management is an ancient art. Chapter 3 comments and looks
at the roots and development of modern sales management.
Management in the round. Sales management.
The last ten years.
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4
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The
E-Dimension
IT affects every nook and cranny of business. Chapter 4 shows
that sales management is no exception.
Some dangers. Opportunities.
Best practice. |
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5
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The
Global Dimension
The world may be shrinking in some senses, but great distances
are involved. Chapter 5 looks at the "on the ground" implications
for sales management of global marketing.
International options. A little local
difficulty. Best practice.
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6
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The
State of the Art
Sales management is a big job demanding a balanced approach
and attention to detail. Chapter 6 reviews the key tasks.
Planning; Organizing;
Staffing; Developing; Motivating;
;Control and Looking ahead
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7
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In
Practice
How can day to day sales management be made to work? Chapter
7 looks at cases and ideas to see how a practical and creative
approach can help. |
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8
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Key
Concepts and Thinkers
Chapter 8 adds a glossary of key terminology and investigates
ideas and concepts that can make the process of sales management
easier and more certain to succeed.
Glossary; The sales profile;
Customer orientation; Sales productivity;
Customer organization; Customer profitability;
Customer relationships; Key thinkers;
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9
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Resources
If further investigation is necessary, this section will help.
It sets out sources of reference looking at sales management
in a number of different ways. |
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10
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Ten
Steps to Making Sales Management Work
Some activities and approaches are more significant in creating
results than others. Chapter 10 looks at ten key areas; all
focused on creating sales management success and thus sales
excellence. Vision;
Market focus; Setting clear guidelines;
Assembling a top flight team; Spending
time with the team; Actively motivating;
Good communications; Creating sales
excellence; Innovating and Active
leadership. |
