August 2015
Intermediate to advanced
221 pages
6h 17m
English
Content preview from A Guide to Sales Management
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ABC analysis, 122–123
Account management, 106, 107, 205
Aggregate forecast accuracy, 187
Aggregate forecast bias, 187
Agorà, 70
Ahold, 70
Aicube, 70
AIDA (attention, interest, desire, action) method, 80–81
Area sales manager, 69, 70, 73, 75, 101, 104, 113, 148, 212
Assortment on-shelf availability, 55
Back office
organization of, 101–104
customer service, 109
sales strategy and operations, 104–105
trade marketing, 105–108
roles of
category management, 81–87
customer marketing, 88–89
customer service, 97–98
sales finance and strategy development, 98
sales operations, 77–78
shopper marketing, 89–97
trade marketing, ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.