by Manuel Artal Castells · Esic · tapa blanda · ISBN 9788473562409
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«Dirección de ventas» is the sales management manual by Manuel Artal Castells, published by Esic in paperback (468 pages, in Spanish).
Manual explaining how to organise a sales department and lead teams of salespeople: it sets sales strategies, defines the salesperson's profile and functions, and details methods for controlling results and costs. It also includes guidelines for sales training and systems for sales forecasts and quotas.
Second revised and updated edition, published in May 2000. The subtitle of the work is «Organización del departamento comercial y gestión de vendedores».
Reference work for sales directors, sales team managers and students of marketing and economics.
