A structured approach to sales and service management

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  • Additional Information
    • Publication Information:
      Bank Marketing Assn.
    • Publication Date:
      1993
    • Abstract:
      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.
    • ISSN:
      0888-3149
    • Rights:
      Copyright 1993 Gale, Cengage Learning. All rights reserved.
      COPYRIGHT 1993 Bank Marketing Assn.
    • Accession Number:
      edsgcl.14979897
  • Citations
    • ABNT:
      BROWN, E. G. A structured approach to sales and service management. Bank Marketing, [s. l.], n. 12, p. 31, 1993. Disponível em: http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsggo&AN=edsgcl.14979897. Acesso em: 30 set. 2020.
    • AMA:
      Brown EG. A structured approach to sales and service management. Bank Marketing. 1993;(12):31. Accessed September 30, 2020. http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsggo&AN=edsgcl.14979897
    • APA:
      Brown, E. G. (1993). A structured approach to sales and service management. Bank Marketing, 12, 31.
    • Chicago/Turabian: Author-Date:
      Brown, Edward G. 1993. “A Structured Approach to Sales and Service Management.” Bank Marketing. http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsggo&AN=edsgcl.14979897.
    • Harvard:
      Brown, E. G. (1993) ‘A structured approach to sales and service management’, Bank Marketing, p. 31. Available at: http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsggo&AN=edsgcl.14979897 (Accessed: 30 September 2020).
    • Harvard: Australian:
      Brown, EG 1993, ‘A structured approach to sales and service management’, Bank Marketing, no. 12, p. 31, viewed 30 September 2020, .
    • MLA:
      Brown, Edward G. “A Structured Approach to Sales and Service Management.” Bank Marketing, no. 12, 1993, p. 31. EBSCOhost, search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsggo&AN=edsgcl.14979897.
    • Chicago/Turabian: Humanities:
      Brown, Edward G. “A Structured Approach to Sales and Service Management.” Bank Marketing, 1993. http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsggo&AN=edsgcl.14979897.
    • Vancouver/ICMJE:
      Brown EG. A structured approach to sales and service management. Bank Marketing [Internet]. 1993 [cited 2020 Sep 30];(12):31. Available from: http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsggo&AN=edsgcl.14979897