Advanced Sales Management Handbook And Cases

Author: Linda M Orr
Publisher: Routledge
ISBN: 1136647015
Size: 21.87 MB
Format: PDF, ePub, Docs
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Advanced Sales Management Handbook And Cases from the Author: Linda M Orr. Advanced Sales Management Handbook and Cases: Analytical, Applied, and Relevant will fill the need in the market for a solid case work, role play, and activity book. It has been written by sales teaching professionals and sales executives. The life experiences of professionals with varied experiences will provide students with a solid foundation for learning. This will give college professors from around the world a better opportunity to ensure quality of learning. The book is intended to be supplemental to any other sales management text on the market, but could be used alone in an advanced sales management or marketing analytics course in which the students already have the base theoretical knowledge. The various cases, role plays, and experiential exercises in this book will follow the same topical structure of other sales management texts so that any sales management instructor can readily adopt this supplemental book. For many of the cases, actual data has been given so that students are required to use and understand analytical software.

New Sales Simplified

Publisher: AMACOM Div American Mgmt Assn
ISBN: 081443178X
Size: 79.43 MB
Format: PDF, ePub, Mobi
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New Sales Simplified from the Author: MIKE WEINBERG. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You’ll learn how to: • Identify a strategic, finite, workable list of genuine prospects • Draft a compelling, customer-focused “sales story” • Perfect the proactive telephone call to get face-to-face with more prospects • Use email, voicemail, and social media to your advantage • Overcome—even prevent—every buyer’s anti-salesperson reflex • Build rapport, because people buy from people they like and trust • Prepare for and structure a winning sales call • Stop presenting and start dialoguing with buyers • Make time in your calendar for business development activities • And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

The Essential Sales Management Handbook

Author: Gerhard Gschwandtner
Publisher: McGraw Hill Professional
ISBN: 0071476024
Size: 55.15 MB
Format: PDF
View: 3466
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The Essential Sales Management Handbook from the Author: Gerhard Gschwandtner. At last: a comprehensive sales manager's reference tool for building management and leadership skills. From hiring new talent to forming a broad, cohesive strategy for the team's future, The Essential Sales Management Handbook has it all, featuring: Best practices for building strong team relationships,motivating sales professionals to sell at their highest level, and running effective meetings Discussions of complex topics, such as managing difficult personalities, turning amateurs into all-star performers, incentive plans that work, CRM technology, and successful change-management strategies Practical tips managers can use to foster growth, build enthusiasm, and boost knowledge and group skills Powerful ideas, suggestions, real-life stories, and practices from successful companies

The Oxford Handbook Of Strategic Sales And Sales Management

Author: David W. Cravens
Publisher: OUP Oxford
ISBN: 0191641758
Size: 78.28 MB
Format: PDF, ePub, Mobi
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The Oxford Handbook Of Strategic Sales And Sales Management from the Author: David W. Cravens. The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.

Sales Management

Author: Chris J. Noonan
Publisher: Routledge
ISBN: 0750633611
Size: 28.61 MB
Format: PDF
View: 6876
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Sales Management from the Author: Chris J. Noonan. Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations. Comprehensive reference guide to sales management Gives detailed and practical advice on how to manage your sales force Extensive use of diagrams and the most comprehensive checklists available

Mastering Technical Sales

Author: John Care
Publisher: Artech House
ISBN: 1596933402
Size: 40.14 MB
Format: PDF, ePub, Docs
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Mastering Technical Sales from the Author: John Care. This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more - including how to avoid the critical selling mistakes so often made by technical pros who jump to sales. The book also addresses key career management and team-building topics, and includes detailed case studies, concise chapter summaries, and handy checklists of skill-building tips that reinforce all the career-boosting skills and techniques you learn.

Closing Strong

Author: Myers Barnes
Publisher: M B A Publications
ISBN: 9780965485814
Size: 71.96 MB
Format: PDF, ePub, Docs
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Closing Strong from the Author: Myers Barnes.

Fundamentals Of Selling

Author: Charles M. Futrell
Publisher: Irwin Professional Publishing
Size: 41.50 MB
Format: PDF, ePub, Docs
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Fundamentals Of Selling from the Author: Charles M. Futrell. Futrell's pragmatic approach, pulled from his own experiences as a sales professional, emphasizes real-world approaches to selling. Global and non-traditional selling situations, like business-to-business and small business exchanges, are featured along with coverage of the impact of new technologies -- including the Internet -- on the selling environment. New experiential exercises at the end of each chapter challenge the reader to apply the selling concepts just covered.

Direct Marketing

Author: William J. McDonald (Ph. D.)
Publisher: Irwin Professional Publishing
Size: 41.46 MB
Format: PDF, Mobi
View: 1885
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Direct Marketing from the Author: William J. McDonald (Ph. D.). This text and disk aim to provide comprehensive coverage of direct marketing practice and techniques, exploring marketing strategy and marketing management. Ten case studies are included.

The Essential Manager S Handbook

Author: DK
Publisher: Penguin
ISBN: 146546283X
Size: 14.84 MB
Format: PDF, ePub, Mobi
View: 7685
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The Essential Manager S Handbook from the Author: DK. Be a more effective manager and hone your management style with DK Essential Managers Handbook, a bind-up of DK's DK Essential Managers: Leadership, DK Essential Managers: Managing People, DK Essential Managers: Effective Communication, DK Essential Managers: Negotiating, and DK Essential Managers: Achieving High Performance in one easy-to-reference, practical, step-by-step guide. Focusing on these five skills, this guide's visual how-to approach will teach you to lead successfully and succeed in the professional world. Step-by-step tips, checklists, and "ask yourself" features explain how to focus your energy, manage change, and make an impact, while tables, illustrations, "in-focus" panels, and real-life case studies demonstrate how to solve problems, build confidence, and inspire trust. Infographics make the information even more accessible, and clear snippets of text allow for easy understanding. Learn all you need to know to get the most out of your professional career with DK Essential Managers Handbook.