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by John Strafford, Colin Grant · Deusto · tapa blanda · 428 pages
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Este manual ofrece una guía completa para directores de ventas, abordando los desafíos y estrategias clave en la gestión de equipos de ventas. Explora la evolución de las organizaciones, identificando modelos como el pasivo, piramidal, competitivo y responsivo, para optimizar las áreas funcionales. Se detallan temas como la transición de vendedor a directivo, la creación y gestión de equipos, la formación continua, el control de procesos y la motivación, convirtiéndose en una herramienta esencial tanto para directivos experimentados como para aspirantes.
Colin Grant is a British writer of Jamaican origin, who is the author of several books, including a 2008 biography of Marcus Garvey entitled Negro with a Hat: The Rise and Fall of Marcus Garvey and His Dream of Mother Africa and a 2012 memoir, Bageye at the Wheel. Grant is also a historian, Associate Fellow in the Centre for Caribbean Studies and was a BBC radio producer.
