A Guide to Sales Management

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Contents

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List of Figures
Figure Credits
Foreword
Preface
Acknowledgments
Chapter 1	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
Takeaway points
Chapter 2	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 ...