New Sales Simplified

Author: MIKE WEINBERG
Publisher: AMACOM Div American Mgmt Assn
ISBN: 081443178X
Size: 11.77 MB
Format: PDF, Docs
View: 3946
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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: 12.28 MB
Format: PDF, ePub, Docs
View: 598
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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

Sales Management

Author: Chris J. Noonan
Publisher: Routledge
ISBN: 0750633611
Size: 43.54 MB
Format: PDF, ePub
View: 1922
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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

New Products Management

Author: Charles Merle Crawford
Publisher: McGraw-Hill Companies
ISBN: 9780070275522
Size: 22.99 MB
Format: PDF, ePub
View: 6051
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New Products Management from the Author: Charles Merle Crawford. NEW PRODUCTS MANAGEMENT provides a management approach, with the perspective of marketing. In every organization there is a person or group of persons who are charged with getting new goods and services onto the market. Frequently those people are new product managers, or project managers, or team leaders. They lead a multifunctional group of people, with the perspective of a general manager. NEW PRODUCTS MANAGEMENT, Sixth Edition recognizes the value of the cross-functional team. That team will include representatives from all areas of business. A team leader (or future team leaders) will benefit from this text and its approach. The theories introduced in this text are reinforced through applications in the business world.

The Oxford Handbook Of Strategic Sales And Sales Management

Author: David W. Cravens
Publisher: OUP Oxford
ISBN: 0191641758
Size: 61.43 MB
Format: PDF
View: 5694
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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.

Marketing Management

Author: J. Paul Peter
Publisher: Irwin Professional Publishing
ISBN:
Size: 31.61 MB
Format: PDF, Docs
View: 3017
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Marketing Management from the Author: J. Paul Peter.

Marketing

Author:
Publisher:
ISBN: 9780073656458
Size: 50.11 MB
Format: PDF, ePub
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Marketing from the Author: .

Marketing Research

Author: Joseph F. Hair
Publisher: Irwin Professional Publishing
ISBN:
Size: 64.54 MB
Format: PDF, ePub, Mobi
View: 4767
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Marketing Research from the Author: Joseph F. Hair. Marketing Research, 3/e takes an application-oriented approach, providing students with the tools and skills necessary to solve business problems and exploit business opportunities. This book is unique from any other in the market in three significant ways. First, it provides a greater balance between primary and secondary information and the techniques and methods that underpin these two important types of data. Second, it offers in-depth coverage of the critical research tools and skills that will be required of today and tomorrow's marketing researchers and business decision-makers. Third, with its in-depth coverage of secondary research, the practice of customer-based management is highlighted as this book helps students see what real companies are doing for their marketing research. This book provides students a realistic and current view of the practice and importance of marketing research in the business world.

Direct Marketing

Author: William J. McDonald (Ph. D.)
Publisher: Irwin Professional Publishing
ISBN:
Size: 55.21 MB
Format: PDF, ePub, Docs
View: 5863
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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.