WHY THIS BOOK

Global business is undergoing deep change. The current wave of change in particular, manifests itself in the establishment and exceptional growth of value-added networks on a global scale.  Indeed, it is becoming the modus operandi for any business.  As a result, key account sales organizations are becoming significantly more difficult to manage.

Traditional or classic sales management methods cannot cope with the dynamic and complex business environment of global value networks. New innovative management methods need to be found and applied to leading key account  organizations.  Major innovative breakthroughs are required in management methodology and new core competencies need to be developed.

SALES AND SELLING MANAGEMENT WITH A SYSTEM APPROACH

In sum, in this new world of global value networks top executives need to lead sales and selling with a system approach, not just (as they did “classically”) as an organizational unit, a set of sales methodologies, processes or information technology (I.T.) tools. To lead their sales system successfully CEOs and their executives must break the constraints in that system. 

 

MANAGEMENT ASSESSMENT TEST