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BSI PAS 8401:2014

BSI PAS 8401:2014

$71.93

Implementing an inside sales management methodology. Guide

Published By Publication Date Number of Pages
BSI 2014 44
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This PAS provides guidance on the design and implementation of inside sales management (ISM) including all relevant inside sales activities (ISAs), as part of an overall sales strategy.

This includes selling through the use of all methods for communication at a distance, including:

  • telephone (inbound and outbound);

  • internet chat (inbound and outbound);

  • video conferencing;

  • web-based software.

It is applicable to all sizes of organization operating in business-to-business sectors in all industries. It is intended for use by senior managers, especially those responsible for sales strategy.

This PAS does not address management of field sales activities (i.e. face-to-face meetings with customers).

PDF Catalog

PDF Pages PDF Title
3 Contents
5 Foreword
6 0 Introduction
9 1 Scope
2 Abbreviations, terms and definitions
11 3 Process map
13 4 Regulation
5 Pre-implementation planning for inside sales (PLAN)
19 6 ISM operations (DO)
27 7 Checking and analysing (CHECK)
29 8 Adjustment – Proposing improvement measurements (ACT)
31 9 Information system and data views
33 10 Human resource management in ISM
37 Annex A (informative) Market segmentation
38 Annex B (informative) Activity design example
39 Annex C (informative) Peripheral equipment and software
40 Annex D (informative) Training programme menu (Example)
41 Bibliography

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BSI PAS 8401:2014
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