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Leading the sales force : a dynamic management process / René Y. Darmon

By: Material type: TextTextPublication details: Cambridge : Cambridge University Press, [2007]Description: xv, 381 p. : figs., tabs. ; 26 cmISBN:
  • 9780521848343 .
  • 9780521848343 .
Subject(s):
Partial contents:
Part 1: The actors in the process and their roles -- Part 2: Tools for implementing the process: the command center
Summary: The author 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.
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Holdings
Item type Current library Call number Status Date due Barcode
General General ATU Dublin Road General Shelves 658.3044 (Browse shelf(Opens below)) Available G103422
General General ATU Dublin Road General Shelves 658.3044 (Browse shelf(Opens below)) Available G103684
General General ATU Mayo General Shelves 658.3044 DAR (Browse shelf(Opens below)) Available J137278

Includes bibliographical references and index

Part 1: The actors in the process and their roles -- Part 2: Tools for implementing the process: the command center

The author 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.

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