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Books (2012), Economica

Pilotage de la fonction commerciale


Applying the concept of control in the management of marketing, this work proposes an integrated management of sales forces and demonstrates the usefulness and relevance of this approach to improve the commercial performance of business enterprises. Taking into account the major changes occurring in recent years in the retail sector, and based on the results of recent research conducted in Europe and the United States in this area, it offers analytical frameworks, as well as simple and original methods which, when applied in optical drive, allow consistent management of marketing within a company.

DARMON, R. (2012). Pilotage de la fonction commerciale. Economica, 357 pages.

Keywords : #Fonction-commerciale, #Force-de-vente, #Management-des-forces-de-vente, #Pilotage-organisationnel