ISBN 13 : 978-0-521-84834-3

Contents : Contents

1 Introduction to the dynamic management process

Part I The actors in the process and their roles

2 Buyers: key actors in the process

3 Dynamic customer relationship management processes

4 Salespeople: intermediaries in the dynamic management process

5 Sales managers: leaders of the dynamic management process

6 The changing environment of the dynamic management process


Part II Tools for implementing the process: the command center

7 Controlling the overall selling effort

8 Tools for controlling centralized processes: specific objective programs

9 Tools for controlling decentralized processes: directional objective programs

10 Controlling effort quality improvement programs

11 Using dashboards and organizing information flows

Conclusion
References
Index

Language : English

Place of publishing : CAMBRIDGE

Figure(s) : Tableau(x) ; Schémas

Location : Nice Library

Material : Paper

Statement : Présent

Owner : Bibliothèque