Грэг Маршалл - Управление отделом продаж
- Название:Управление отделом продаж
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- Издательство:Литагент 5 редакция
- Год:2017
- Город:Москва
- ISBN:978-5-699-79323-5
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Грэг Маршалл - Управление отделом продаж краткое содержание
В новом издании вас ожидают:
[ul]актуальный набор практических инструментов по управлению отделом продаж;
примеры из современной практики управления продажами;
разбор вопросов лидерства, технологий, инноваций, этики и глобального бизнеса;
разные подходы к коммуникации в сфере продаж.[/ul]
Управление отделом продаж - читать онлайн бесплатно полную версию (весь текст целиком)
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Тот же источник, с. 8.
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38
Более подробно влияние стратегий конкуренции на стратегии маркетинга и продаж описаны в статье Орвилла С. Уокера (Orville C. Walker) и Роберта В. Рукерта (Robert W. Ruekert) Marketing’s Role in the Implementation of Business Strategies: A Critical and Conceptual Framework, Journal of Marketing (июль 1987). С. 15–33.
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Более детальное обсуждение роли личных продаж и других средств продвижения в создании долгосрочных отношений с участниками каналов дистрибуции см. James A. Narus и James C. Anderson. Turn Your Industrial Distributors into Partners, Harvard Business Review (март – апрель 1986). С. 66–71; F. Robert Dwyer, Paul H. Shurr, and Sejo Oh, Developing Buyer-Seller Relationships, Journal of Marketing (апрель 1987). С. 11–27; Jan Heide and George John, Do Norms Matter in Marketing Relationships? Journal of Marketing (апрель 1992). С. 32–44.
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45
Там же.
46
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Frederick F. Reichheld, Loyalty and the Renaissance of Marketing. Marketing Management 2 (1994). С. 10–21; Rahul Jacob, Why Some Customers Are More Equal than Others, Fortune (сентябрь, 19, 1994). С. 215–224; Sangit Sungupta, Robert E. Krapfel, and Michael Pusateri, Switching Costs in Key Account Relationships. Journal of Personal Selling & Selling Management (осень 1997). С. 9–16.
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Mark A. Moon and Susan Forquer Gupta, Examining the Formation of Selling Centers: A Conceptual Framework. Journal of Personal Selling & Sales Management (Spring 1997). С. 31–42.
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