A structured approach to sales and service management. (includes related article): An article from: Bank Marketing

This digital document is an article from Bank Marketing, published by Bank Marketing Assn. on December 1, 1993. The length of the article is 3022 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the supplier: Bank managers are often intimidated by the prospect of having to take on the added responsibility of sales management. Many feel overwhelmed by the seeming conflict between sales management and the traditional administrative functions of bank management. However, an analysis of the basic principles of sales management shows that this perceived incompatibility is largely illusory. Sales management, like other management fields, can be approached in a systematic manner and is easily integrated with other bank management functions once the basics of the sales process are fully appreciated. A nine-point approach to sales management is presented to illustrate this point. This structured approach involves delineating a specific vision, forming a mission statement, establishing action goals, inspecting programs initiated, demanding accountability, developing individual action plans, scheduling sales meetings, conducting sales rounds and praising good results.

Citation Details
Title: A structured approach to sales and service management. (includes related article)
Author: Edward G. Brown
Publication:Bank Marketing (Magazine/Journal)
Date: December 1, 1993
Publisher: Bank Marketing Assn.
Volume: v25 Issue: n12 Page: p31(4)

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