Book, Sales Administration 5/14[LS]

The objective of the book is to have a didactic presentation to facilitate academic and, at the same time, pragmatic understanding, as an effort to systematize some routine tasks for salespeople, as their activity will continue to be, in the next century, extraordinarily challenging. To this end, the work was divided into six parts. Part I presents a contemporary view of the sales area in marketing and reflects on the role of the salesperson. Part II deals with strategic sales planning and the salesperson's performance, while Part III analyzes strategic sales actions, highlighting the role of digital marketing (internet sales and social networks). Part IV (market intelligence management) presents an assessment of market opportunities through methods for estimating demand and market potential. Organizing the sales effort is the topic of Part V. It is the most operational part of the book and is useful for salespeople, supervisors and managers. The last part is dedicated to sales management control, highlighting topics such as: sales quality control based on the salesperson's behavior. Work of relevant interest to marketing, advertising and sales professionals, especially salespeople, supervisors and managers. Complementary reading for the subjects Sales Administration, Marketing Administration, Marketing Planning and Analysis of the Business Administration and Marketing courses.