The Essential Sales Management Handbook

Author: Gerhard Gschwandtner
Publisher: McGraw Hill Professional
ISBN: 0071476024
Size: 23.27 MB
Format: PDF, ePub
View: 5488
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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

Advanced Sales Management Handbook And Cases

Author: Linda M Orr
Publisher: Routledge
ISBN: 1136647015
Size: 35.35 MB
Format: PDF, ePub
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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.

Sales Management

Author: Chris Noonan
Publisher: Taylor & Francis
ISBN: 1136367411
Size: 40.26 MB
Format: PDF, Mobi
View: 3836
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Sales Management from the Author: Chris 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.

Business Research Handbook

Author: Kathy E. Shimpock
Publisher: Aspen Publishers Online
ISBN: 0735552673
Size: 29.87 MB
Format: PDF, ePub, Docs
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Business Research Handbook from the Author: Kathy E. Shimpock. Business Research Handbook is the best strategic approach to research. It gives you ready-to-adapt strategies that streamline and focus your information search, complete with: Procedures that progressively sift and regroup your research decision points that allow you to evaluate which steps remain The most cost-effective ways to take advantage of today's electronic media resources Efficient ways to retrieve the information your search has located. Easy-to-adapt sample research strategies are found throughout the book to help you confidently and quickly conduct your research in unfamiliar areas. You will find that the Business Research Handbook is designed in a graphic, user-friendly format with easy-to-recognize icons as reference pointers, and extensive lists of sources and material to help you obtain the information you need to: Compile biographical information on key players or parties Investigate potential business partners or competitors Engage in marketing research Compile a company profile Locate expert witnesses and verify credentials And much more.

The Oxford Handbook Of Strategic Sales And Sales Management

Author: David W. Cravens
Publisher: OUP Oxford
ISBN: 019164174X
Size: 73.18 MB
Format: PDF, ePub
View: 334
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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.

The Zero Turnover Sales Force

Author: Doug MCLEOD
Publisher: AMACOM Div American Mgmt Assn
ISBN: 081441561X
Size: 14.90 MB
Format: PDF, ePub
View: 7621
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The Zero Turnover Sales Force from the Author: Doug MCLEOD. There’s no question about it...Sales force turnover can be disastrous to the financial health of an organization, whatever its size, whatever its products or services. With a salesperson’s exit often costing at least 150% of that employee’s annual compensation, a high rate of turnover can translate into millions of dollars lost each year. The Zero-Turnover Sales Force exposes the outdated Old School management practices that perpetuate this costly but avoidable problem. This eye-opening book examines the real reasons for high turnover, explains how it can be avoided, and gives readers specific strategies for maximizing the effectiveness of their sales force. The book demonstrates how to combat “the 12 Assassins of Sales Force Stability,” such as cold calling, straight commission sales compensation, weak recruiting, unfocused training, fuzzy goals, and unrealistic expectations. Sparkling with fresh thinking on hiring smarter, appreciating the values of younger salespeople, retaining top sellers, eliminating wasteful cold calling, and conducting sales meetings that work, The Zero-Turnover Sales Force is a powerful must-read for any corporate executive, sales manager, or salesperson who aspires to management.

Business Information Sources

Author: Lorna M. Daniells
Publisher: Univ of California Press
ISBN: 9780520029460
Size: 59.38 MB
Format: PDF, Docs
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Business Information Sources from the Author: Lorna M. Daniells.

Unleashing Your Inner Sales Coach

Author: Darryl Rosen
Publisher: AuthorHouse
ISBN: 9781456712020
Size: 14.59 MB
Format: PDF, Mobi
View: 4689
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Unleashing Your Inner Sales Coach from the Author: Darryl Rosen. UNLEASHING YOUR INNER SALES COACH WILL HELP YOU... • Control the controllables • Maintain a healthy attitude • Engage your sales professionals • Make the right moves as a sales manager • Set clear expectations • Manage Accountability • Handle price changes • Lead Business Reviews • Conduct one-to-one coaching sessions • Foster Creativity • "Ride" together to success • Handle objections and close sales • Run effective meetings • Share difficult feedback

Information Security Management Handbook

Author: Harold F. Tipton
Publisher: CRC Press
ISBN: 1135484007
Size: 80.27 MB
Format: PDF, ePub, Mobi
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Information Security Management Handbook from the Author: Harold F. Tipton. Since 1993, the Information Security Management Handbook has served not only as an everyday reference for information security practitioners but also as an important document for conducting the intense review necessary to prepare for the Certified Information System Security Professional (CISSP) examination. Now completely revised and updated and in its fifth edition, the handbook maps the ten domains of the Information Security Common Body of Knowledge and provides a complete understanding of all the items in it. This is a ...must have... book, both for preparing for the CISSP exam and as a comprehensive, up-to-date reference.

Information Security Management Handbook On Cd Rom 2006 Edition

Author: Micki Krause
Publisher: CRC Press
ISBN: 0849385857
Size: 29.30 MB
Format: PDF, Mobi
View: 1413
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Information Security Management Handbook On Cd Rom 2006 Edition from the Author: Micki Krause. The need for information security management has never been greater. With constantly changing technology, external intrusions, and internal thefts of data, information security officers face threats at every turn. The Information Security Management Handbook on CD-ROM, 2006 Edition is now available. Containing the complete contents of the Information Security Management Handbook, this is a resource that is portable, linked and searchable by keyword. In addition to an electronic version of the most comprehensive resource for information security management, this CD-ROM contains an extra volume's worth of information that is not found anywhere else, including chapters from other security and networking books that have never appeared in the print editions. Exportable text and hard copies are available at the click of a mouse. The Handbook's numerous authors present the ten domains of the Information Security Common Body of Knowledge (CBK) ®. The CD-ROM serves as an everyday reference for information security practitioners and an important tool for any one preparing for the Certified Information System Security Professional (CISSP) ® examination. New content to this Edition: Sensitive/Critical Data Access Controls Role-Based Access Control Smartcards A Guide to Evaluating Tokens Identity Management-Benefits and Challenges An Examination of Firewall Architectures The Five "W's" and Designing a Secure Identity Based Self-Defending Network Maintaining Network Security-Availability via Intelligent Agents PBX Firewalls: Closing the Back Door Voice over WLAN Spam Wars: How to Deal with Junk E-Mail Auditing the Telephony System: Defenses against Communications Security Breaches and Toll Fraud The "Controls" Matrix Information Security Governance