Odile Letrillart-Bénard has been recognised by the Prix des Dirigeants Commerciaux de France (French Sales Directors Awards), in the category Tools and Methods, for her book Profession manager commercial, co-written with Alain Fossier, which was published by Editions Dunod in October 2012.

The awards ceremony took place on 14 November, hosted by  Phillippe Bloch, at the invitation of  Claude Goasguen, former Minister and MP and Mayor of the 16^th district of Paris, in the “salons de la Questure” in the French Parliament.

An initiative of the Federation of Sales Directors of France and its member associations, the purpose of the Best Book on Sales awards is to identify and promote the best books in the field of sales and to reward the expertise of their authors.

36 books were in competition for the 2013 edition in four categories (Tools and Methods; Marketing & Sales Experience; Corporate Strategy; and International Trade). The books were pre-selected by booksellers, then read and assessed by a reading committee made up of 90 members of the DCF network, and then judged by the jury made up of partners and members of the DCF federation.

About the book:

Profession manager commercial, by Odile Letrillart-Bénard and Alain Fossier.

In a context of changing, complex markets, the sales manager is crucial to company performance. Encouraging sales teams to implement company strategy does not simply involve monitoring the figures or managing by incantation. Human relations are the nerve centre of transformation and of the fulfilment of staff talents. In such circumstances, proximity is vital to act with regard to sales staff motivation, skills and organisation.

This book offers a new, overall vision of this profession, which includes both human relations and management tools.

Odile LETRILLART BÉNARD is director of the NEOMA Business School Specialised Masters programme in Business Development and Key Accounts Management.

Alain FOSSIER is director of the Halifax Consulting agency, specialising in sales team performance and management.

>> Find out more about the Prix DCF on the Dirigeants Commerciaux de France website

>> The publisher’s website

>> Our article on the publication of "Profession manager commercial, Motiver, coacher et piloter une équipe de vente" (October 2012)