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A guide to sales management : a practitioner's view of trade sales organizations / / Massimo Parravicini
| A guide to sales management : a practitioner's view of trade sales organizations / / Massimo Parravicini |
| Autore | Parravicini Massimo |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (254 p.) |
| Disciplina | 658.81 |
| Collana | Selling and sales force management collection |
| Soggetto topico | Sales management |
| Soggetto genere / forma | Electronic books. |
| Soggetto non controllato |
Sales management
route to market sales strategy key performance indicators sales organization sales processes customer business planning sales and operations planning order to cash distributive strategy sales channels account management trade terms trade marketing category management shopper marketing field marketing sales operations customer service |
| ISBN | 1-63157-259-8 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Trade structure and route to market -- 2. The sales strategy -- 3. The performance indicators for sales management -- 4. Organizational roles and responsibilities -- 5. Organization models, recruitment, and incentives -- 6. The business planning process -- 7. The order to cash process -- 8. The sales and operations planning process -- 9. The challenges of sales management -- References -- Index. |
| Record Nr. | UNINA-9910461374003321 |
Parravicini Massimo
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
A guide to sales management : a practitioner's view of trade sales organizations / / Massimo Parravicini
| A guide to sales management : a practitioner's view of trade sales organizations / / Massimo Parravicini |
| Autore | Parravicini Massimo |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (254 p.) |
| Disciplina | 658.81 |
| Collana | Selling and sales force management collection |
| Soggetto topico | Sales management |
| Soggetto non controllato |
Sales management
route to market sales strategy key performance indicators sales organization sales processes customer business planning sales and operations planning order to cash distributive strategy sales channels account management trade terms trade marketing category management shopper marketing field marketing sales operations customer service |
| ISBN | 1-63157-259-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Trade structure and route to market -- 2. The sales strategy -- 3. The performance indicators for sales management -- 4. Organizational roles and responsibilities -- 5. Organization models, recruitment, and incentives -- 6. The business planning process -- 7. The order to cash process -- 8. The sales and operations planning process -- 9. The challenges of sales management -- References -- Index. |
| Record Nr. | UNINA-9910797588803321 |
|
Parravicini Massimo
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
A guide to sales management : a practitioner's view of trade sales organizations / / Massimo Parravicini
| A guide to sales management : a practitioner's view of trade sales organizations / / Massimo Parravicini |
| Autore | Parravicini Massimo |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (254 p.) |
| Disciplina | 658.81 |
| Collana | Selling and sales force management collection |
| Soggetto topico | Sales management |
| Soggetto non controllato |
Sales management
route to market sales strategy key performance indicators sales organization sales processes customer business planning sales and operations planning order to cash distributive strategy sales channels account management trade terms trade marketing category management shopper marketing field marketing sales operations customer service |
| ISBN | 1-63157-259-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Trade structure and route to market -- 2. The sales strategy -- 3. The performance indicators for sales management -- 4. Organizational roles and responsibilities -- 5. Organization models, recruitment, and incentives -- 6. The business planning process -- 7. The order to cash process -- 8. The sales and operations planning process -- 9. The challenges of sales management -- References -- Index. |
| Record Nr. | UNINA-9910823783903321 |
|
Parravicini Massimo
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales ethics : how to sell effectively while doing the right thing / / Alice Alessandri and Alberto Aleo
| Sales ethics : how to sell effectively while doing the right thing / / Alice Alessandri and Alberto Aleo |
| Autore | Alessandri Alice |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (240 p.) |
| Disciplina | 174.4 |
| Collana | Giving voice to values on business ethics and corporate social responsibility collection |
| Soggetto topico |
Selling - Moral and ethical aspects
Business ethics |
| Soggetto genere / forma | Electronic books. |
| Soggetto non controllato |
customer relationship
effectiveness negotiation technique reciprocity Sales Ethics sales strategy trust value well-being |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Why read a book on sales ethics? -- 2. The key concepts in sales ethics -- 3. The economic theories underlying sales ethics -- 4. Preparing for negotiations -- 5. The phases of sales ethics -- Conclusions: the second step -- FAQ: Our answers to your questions -- References -- Bibliography -- Index. |
| Record Nr. | UNINA-9910464028503321 |
|
Alessandri Alice
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales ethics : how to sell effectively while doing the right thing / / Alice Alessandri and Alberto Aleo
| Sales ethics : how to sell effectively while doing the right thing / / Alice Alessandri and Alberto Aleo |
| Autore | Alessandri Alice |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (240 p.) |
| Disciplina | 174.4 |
| Collana | Giving voice to values on business ethics and corporate social responsibility collection |
| Soggetto topico |
Selling - Moral and ethical aspects
Business ethics |
| Soggetto non controllato |
customer relationship
effectiveness negotiation technique reciprocity Sales Ethics sales strategy trust value well-being |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Why read a book on sales ethics? -- 2. The key concepts in sales ethics -- 3. The economic theories underlying sales ethics -- 4. Preparing for negotiations -- 5. The phases of sales ethics -- Conclusions: the second step -- FAQ: Our answers to your questions -- References -- Bibliography -- Index. |
| Record Nr. | UNINA-9910788279103321 |
|
Alessandri Alice
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales ethics : how to sell effectively while doing the right thing / / Alice Alessandri and Alberto Aleo
| Sales ethics : how to sell effectively while doing the right thing / / Alice Alessandri and Alberto Aleo |
| Autore | Alessandri Alice |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 |
| Descrizione fisica | 1 online resource (240 p.) |
| Disciplina | 174.4 |
| Collana | Giving voice to values on business ethics and corporate social responsibility collection |
| Soggetto topico |
Selling - Moral and ethical aspects
Business ethics |
| Soggetto non controllato |
customer relationship
effectiveness negotiation technique reciprocity Sales Ethics sales strategy trust value well-being |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Why read a book on sales ethics? -- 2. The key concepts in sales ethics -- 3. The economic theories underlying sales ethics -- 4. Preparing for negotiations -- 5. The phases of sales ethics -- Conclusions: the second step -- FAQ: Our answers to your questions -- References -- Bibliography -- Index. |
| Record Nr. | UNINA-9910826348803321 |
|
Alessandri Alice
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2015 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||