This guide to sales management is an experienced practitioner’s view of the strategy and operations of trade sales organizations and is relevant both for students and professionals.

The idea at the heart of the book is to provide a practical analysis of the key components of sales management: route to market, sales strategy, key performance indicators, sales organization and fundamental business processes—business planning, order to cash, and sales and operations planning.

The book is constructed in such a way that it can also be easily used as a reference book for specific topics. Every chapter can be revisited in isolation, the takeaway points are clearly summarized at the end of each chapter, and many of them are very practical tips. ...

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