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A Guide to Sales Management by Massimo Parravicini

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Contents

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 ...

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