Dealer Development Book

This operating guide is aimed at sales directors, sales managers, dealer development managers, entrepreneurs who need support in the organization of their distribution networks, and also consultants who require applied tools for the management of a retail business. The book, offering a structured framework for developing and controlling a dealer sales network, is the result of industry-specific technical studies and, above all, the experience gained in the field during my career at CNH (Case New Holland) as a dealer development manager. It also includes many practical examples, charts and, whenever possible, benchmarks relevant to the Construction Equipment industry. Hence, some of the contents of this book are specifically related to the above-mentioned industry, but the whole methodology is obviously applicable to Agriculture, Truck and Automotive sectors too.

Acest ghid de operare se adreseaza directorilor de vanzari, managerilor de vanzari, managerilor de dezvoltare a dealerilor, antreprenorilor care au nevoie de sprijin in organizarea retelelor lor de distributie, precum si consultantilor care necesita instrumente aplicate pentru gestionarea unei afaceri cu amanuntul. Cartea, oferind un cadru structurat pentru dezvoltarea si controlul unei retele de vanzari a dealerilor, este rezultatul studiilor tehnice specifice industriei si, mai presus de toate, al experientei acumulate in domeniu in timpul carierei mele la CNH (Case New Holland) ca dezvoltare a dealerilor administrator.