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ExpressExec is a unique business resource of one hundred books. These books present the best current thinking and span the entire range of contemporary business practice. Each book gives you the key concepts behind the subject and the techniques to implement the ideas effectively, together with lessons from benchmark companies and ideas from the world's smartest thinkers. ExpressExec is organised into ten core subject areas making it easy to find the information you need:
01 Innovation
02 Enterprise
03 Strategy
04 Marketing
05 Finance
06 Operations and Technology
07 Organizations
08 Leading
09 People
10 Life and Work
ExpressExec is a perfect learning solution for people who need to master the latest business thinking and practice quickly.
List of contents
Introduction to Express Exec
Introduction
What Is Sales Management?
The Evolution of Sales Management
The E-Dimension
The Global Dimension
The State of the Art
In Practice
Key Concepts and Thinkers
Resources
Ten Steps to Making Sales Management Work
Frequently Asked Questions (FAQs)
Acknowledgements
Index
About the author
PATRICK FORSYTH runs Touchstone Training & Consultancy which specializes in the improvement of marketing, sales, communication and management skills. He is the author of a number of successful business and management books
Summary
Covers the key areas of sales management, from techniques for managing sales people at a distance to sales planning, and from assembling a top-flight team to staying market focused. This book includes examples and lessons from companies in hotel management, financial services and pharmaceuticals. It also offers a glossary of key concepts.
