Get full access to A Guide to Sales Management and 60K+ other titles, with a free 10-day trial of O'Reilly.
There are also live events, courses curated by job role, and more.
List of Figures
Trade Structure and Route to Market
Retail outlets and sales channels
Trade accounts and route to market
Trade account strategies and economics
Trade account pre-evaluation model
The Sales Strategy
Definitions of corporate strategy: a mini tour
Sales strategy: definition, responsibility, and sources
Market analysis: trade environment scan
Responding to customers’ strategies
Customer-satisfaction surveys as a strategic input and a monitoring tool
Organization capabilities assessment and capability building program
Corporate strategy: vision, strategic themes, and goals
The definition ...
Get A Guide to Sales Management now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
Get Mark Richards’s Software Architecture Patterns ebook to better understand how to design components—and how they should interact.
Dive in for free with a 10-day trial of the O’Reilly learning platform—then explore all the other resources our members count on to build skills and solve problems every day.