Book, Sales Management: an introductory approach 4/22[LS]

With this, the exchange between the surplus and the missing was born, but, from the historical moment in which the exchange or barter could not reach the entire surplus, the sale became a reality. Currently, in the globalized, dynamic and competitive world in which we live, selling has become a frenetic and intensive activity. It seems like everything is for sale and in every possible and imaginable place on the planet. For sales to truly be a rational, efficient and effective activity in every sense, it is necessary not only an integrated set of appropriate actions, but comprehensive management capable of giving it meaning, planning, organization, direction and control to achieve the maximum possible customer satisfaction and added value for all parties involved. Sales Management is part of modern marketing and requires knowledge of the market and the characteristics of the clientele, as well as the product/service to be sold to enable customer delight and loyalty. It is much greater than simple customer service and also involves the need for sales forecasting, physical distribution of the product and promotion and advertising actions. The work, organized into nine chapters, covers Sales Management, marketing, market, sales review and planning, distribution and delivery, advertising and promotion and customer relationships. To reinforce the learning of all this content, at the end of each chapter, there are several questions for review. The new feature of this 4th edition is access to the Chiavenato Digital Virtual Classroom, where you will find complementary content to the work, such as cases for discussion and exercises, as well as supporting texts, such as find out more, for reflection and trends in Sales Management. APPLICATION This book was designed to provide a generic and integrated view of Sales Management in an introductory approach. It is recommended reading for everyone who is starting out in the challenging area of ​​sales or wants to grow in it: executives, professionals, external or internal consultants, salespeople or students looking for personal development. ?