How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions in order to accomplish their missions. This book provides an integrative vision of a sales manager's function, using the concept of a dynamic sales force management process. This process adds a new dimension to the 'classical' conception of sales force management, showing how sales managers can be more effective when they develop and maintain a holistic vision. The first part of the book describes the key actors and their roles, while the second part examines the tools used to implement the dynamic sales force management process. Rene Y. Darmon shows how this process relies on a clear vision of successive sales missions to be accomplished over time by all members of a sales team, as they develop strategies and tactics which contribute to fulfilling the firm's overall aims.
Rene Y. Darmon is Emeritus Professor of Marketing at ESSEC Business School, France, and Affiliate Professor of Marketing at HEC-Montreal, Canada.
Figures; Tables; Preface; 1. Introduction to the dynamic sales force management process; Part I. The Actors Of The Process And Their Roles: 2. Buyers: key actors of the process; 3. Dynamic customer relationship management processes; 4. Salespeople: intermediaries in the dynamic management process; 5. Sales managers: leaders of the dynamic management process; 6. The changing environment of the dynamic management process; Part II. Tools For Implementing The Process: The Command Center: 7. Controlling the overall selling effort; 8. Tools for controlling centralized processes: specific objective programs; 9. Tools for controlling decentralized processes: directional objective programs; 10. Controlling effort quality improvement programs; 11. Using dashboards and organizing information flows; Conclusion; References; Index.