by Manuel Artal Castells · ESIC Editorial · tapa blanda · ISBN 9788473566667
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This professional manual offers a comprehensive view of the strategies and tactics of the sales department, aimed at managers, salespeople, and students. It explores the organization of the sales function, internal communication, research, plans and strategies, sales forecasts, and territorial organization. In addition, it focuses on the sales force, both individually and collectively, and addresses the management and strategy of the sales team's leadership, including recruitment, training, motivation, remuneration, and control of salespeople. The book concludes with an exposition on special sales and commentary on the cases presented.
