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Analysis Of Effective Control Practices In Sales Management
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Book Synopsis Analysis of Effective Control Practices in Sales Management by : Dr Rajagopal
Download or read book Analysis of Effective Control Practices in Sales Management written by Dr Rajagopal and published by . This book was released on 2006 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are two perspectives on controlling the performance of salespeople - an outcome based perspective and behavior based perspective. The former process focuses on the objective measures of results while the latter perspective on performance control of salespeople incorporates complex and often subjective assessments of the attributes of sales people. A balance of these implications provides strong support for laying controls and evaluating the performance of sales people in varied socio-cultural selling situations. This study has been conducted in two developing countries in India and Mexico with varied socio-cultural selling situations. The study discusses the impact of sales territory design on these consequences in reference to the underlying rationale of management control, incentive pay, and territory design as predictors of performance and sales unit effectiveness and attempts to examine the relationships between incentive pay and management control and their impact on salesperson performance and sales organization effectiveness.
Book Synopsis Sales Management by : Thomas N. Ingram
Download or read book Sales Management written by Thomas N. Ingram and published by Routledge. This book was released on 2015-03-27 with total page 456 pages. Available in PDF, EPUB and Kindle. Book excerpt: The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices An expanded discussion on trust building and trust-based selling as foundations for effective sales management All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter New or updated comments from sales managers in "Sales Management in the 21st Century" boxes An online instructor's manual with test questions and PowerPoints is available to adopters.
Book Synopsis Modern Marketing (Principles and Practices) by : R S N Pillai
Download or read book Modern Marketing (Principles and Practices) written by R S N Pillai and published by S. Chand Publishing. This book was released on 2010-12 with total page 605 pages. Available in PDF, EPUB and Kindle. Book excerpt: The revised and updated edition of the book Modern Marketing caters to the needs of students of marketing to meet the current difficult situations of business. Nine new chapters have been added.
Book Synopsis Effective Management Control by : Eric G. Flamholtz
Download or read book Effective Management Control written by Eric G. Flamholtz and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 185 pages. Available in PDF, EPUB and Kindle. Book excerpt: Effective Management Control deals with a critical but relatively neglected and misunderstood aspect of organizational effectiveness: the process of controlling the behavior of people in organizations. The issue of organizational control and the design of an optimal control system is essential for the long term effectiveness of an organization: too little control can lead to confusion and chaos; conversely, too great a degree of control can result in the erosion of innovation and entrepreneurship. This monograph presents a conceptual framework for approaching these issues, and examines the role accounting can play in a successful control system. The author works towards an understanding of the nature, role, elements and functioning of organizational control and control systems in organizations. The book posits and discusses the features of a core control system and its component parts, including: planning, measurement and feedback, evaluation and reward sub-systems. It also discusses the ways in which a core control system operates within a larger organizational structure and culture. The theory is illustrated through its application to a particular case study.
Book Synopsis Sales Management by : R K Srivastava
Download or read book Sales Management written by R K Srivastava and published by Excel Books India. This book was released on 2003 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: The survival and of many products and companies depend upon the marketing strategies adopted by them. In the rapidly changing scenario of markets, when even propaganda and advertisements are unable to do the magic, it is the dedicated marketing professionals who compel the customer to purchase their goods and services. In today’s business strategies, production of goods and services are not the end and means of everything. Neither financial or personnel management, nor inventory or time management are important today. It is Sales Management which has the last laugh over every other aspect of the business. Many a time it has been seen hat a better quality product or service has given place to an inferior quality product or service only due to superb marketing management. This book is a path-breaking effort and opens up a new dimension in the field of sales management, which is suitable to the present day needs and requirements. It takes into consideration the different academic aspects of Marketing and Sales Management for undergraduate and postgraduate students. This book would be of great help to managerial practitioners at any organizational level who are responsible for a function, department or a set of responsibilities.
Download or read book Sales Management written by and published by Excel Books India. This book was released on with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by : Jason Jordan
Download or read book Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
Book Synopsis Methods to identify success in a sales organisation by : Stefanie Welz
Download or read book Methods to identify success in a sales organisation written by Stefanie Welz and published by GRIN Verlag. This book was released on 2007-05-08 with total page 25 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2006 in the subject Business economics - Controlling, grade: B+, University of applied sciences, Munich, course: Sales and Key account management, language: English, abstract: 1 Introduction 1.1 Executive Summary Over the past years the company’s environments are getting more and more manifold and complicated. New, flexible forms of sales, E-Commerce and growing IT-know-how as well as an increasing change in customer preferences and requirements on the world market lead to modified tasks of sales representatives and increasing importance of sales organizations within the companies. According to a research of the consultancy firm Mercuri International1 most of the interviewed companies forecasted that the expansion of distribution channels, the improvement of existing sales concepts, international sales activities and further sales controlling are the key issues for the future. 1.2 Scope of Work The assignment “Methods to identify success in a sales organization - sales controlling” starts with the introduction which includes the executive summary and the scope of work that is realized in here. The second chapter deals with a detailed definition of the problem that causes the relevance of this assignment, the determination of the objectives as well as the methodology that describes the assignment’s structured procedure. Chapter three is focused on the basics of sales and controlling. At this juncture in particular sales, controlling and sales controlling are being analyzed. Chapter four is about the objectives and tasks of sales controlling where as chapter five describes the different methods of sales controlling. Finally, the results of this assignment are summarized; especially whether the set objectives are reached as well as critical comments about the assignment is given in the last chapter. The purpose of this assignment is to provide further research insight on a topic, which still has not yet reached saturation in terms of analysis and understanding even though there is a voluminous literature on sales controlling.
Download or read book Sales Management written by Chris Noonan and published by Taylor & Francis. This book was released on 2010-08-27 with total page 444 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis CIM Coursebook 03/04 Marketing Management in Practice by : Tony Curtis
Download or read book CIM Coursebook 03/04 Marketing Management in Practice written by Tony Curtis and published by Routledge. This book was released on 2012-09-11 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Each coursebook includes access to MARKETINGONLINE, where you can: * Annotate, customise and create personally tailored notes using the electronic version of the coursebook * Receive regular tutorials on key topics * Search the coursebook online for easy access to definitions and key concepts
Download or read book Strategic Management (color) written by and published by . This book was released on 2020-08-18 with total page 325 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategic Management (2020) is a 325-page open educational resource designed as an introduction to the key topics and themes of strategic management. The open textbook is intended for a senior capstone course in an undergraduate business program and suitable for a wide range of undergraduate business students including those majoring in marketing, management, business administration, accounting, finance, real estate, business information technology, and hospitality and tourism. The text presents examples of familiar companies and personalities to illustrate the different strategies used by today's firms and how they go about implementing those strategies. It includes case studies, end of section key takeaways, exercises, and links to external videos, and an end-of-book glossary. The text is ideal for courses which focus on how organizations operate at the strategic level to be successful. Students will learn how to conduct case analyses, measure organizational performance, and conduct external and internal analyses.
Book Synopsis Marketing Management in Practice 04/05 by : Marketing Knowledge
Download or read book Marketing Management in Practice 04/05 written by Marketing Knowledge and published by Routledge. This book was released on 2005-02-18 with total page 125 pages. Available in PDF, EPUB and Kindle. Book excerpt: Designed specifically with revision in mind, the CIM Revision Cards provide concise, yet fundamental information to assist students in passing the CIM exams as easily as possible. A clear, carefully structured layout aids the learning process and ensures the key points are covered in a succinct and accessible manner. The compact, spiral bound format enables the cards to be carried around easily, the content therefore always being on hand, making them invaluable resources no matter where you are. Features such as diagrams and bulleted lists are used throughout to ensure the key points are displayed as clearly and concisely as possible. Each section begins with a list of learning outcomes and ends with hints and tips, thereby ensuring the content is broken down into manageable concepts and can be easily addressed and memorised. * Written specifically for revision purposes therefore only featuring the key concepts that need to be learned * Carefully designed to enable points to be easily extracted and memorised without clouding them in additional information * Accompanies the CIM Coursebook and MarketingOnline website to provide a complete suite of products to support the CIM qualifications
Book Synopsis The Handbook of Sales Management by : Samuel Roland Hall
Download or read book The Handbook of Sales Management written by Samuel Roland Hall and published by . This book was released on 1924 with total page 1016 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Methods to Identify Success in a Sales Organisation by : Stefanie Welz
Download or read book Methods to Identify Success in a Sales Organisation written by Stefanie Welz and published by GRIN Verlag. This book was released on 2007 with total page 30 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2006 in the subject Business economics - Controlling, grade: B+, University of applied sciences, Munich, course: Sales and Key account management, 12 + 3 Internetquellen entries in the bibliography, language: English, abstract: 1 Introduction 1.1 Executive Summary Over the past years the company's environments are getting more and more manifold and complicated. New, flexible forms of sales, E-Commerce and growing IT-know-how as well as an increasing change in customer preferences and requirements on the world market lead to modified tasks of sales representatives and increasing importance of sales organizations within the companies. According to a research of the consultancy firm Mercuri International1 most of the interviewed companies forecasted that the expansion of distribution channels, the improvement of existing sales concepts, international sales activities and further sales controlling are the key issues for the future. 1.2 Scope of Work The assignment "Methods to identify success in a sales organization - sales controlling" starts with the introduction which includes the executive summary and the scope of work that is realized in here. The second chapter deals with a detailed definition of the problem that causes the relevance of this assignment, the determination of the objectives as well as the methodology that describes the assignment's structured procedure. Chapter three is focused on the basics of sales and controlling. At this juncture in particular sales, controlling and sales controlling are being analyzed. Chapter four is about the objectives and tasks of sales controlling where as chapter five describes the different methods of sales controlling. Finally, the results of this assignment are summarized; especially whether the set objectives are reached as well as critical comments about the assignment is given in the last chapter. The purpose of this assignment is to provide further research insight on a topic, which
Book Synopsis Bulletin by : Northwestern University (Evanston, Ill.)
Download or read book Bulletin written by Northwestern University (Evanston, Ill.) and published by . This book was released on 1928 with total page 104 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Sales Controls, Quotas, and Forecasting by : Sales Executives Club of New York
Download or read book Sales Controls, Quotas, and Forecasting written by Sales Executives Club of New York and published by . This book was released on 1957 with total page 72 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Controller's Guide to Planning and Controlling Operations by : Steven M. Bragg
Download or read book Controller's Guide to Planning and Controlling Operations written by Steven M. Bragg and published by John Wiley & Sons. This book was released on 2005-08-19 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Controller's Guide to Planning and Controlling Operations is a comprehensive guide for controllers, CFOs, and budget managers who need to determine: The soundness of sales forecasts The best approach for setting product prices The profitability of customers and market segments Federal tax remittance rules The impact of a just-in-time system on inventory levels Packed with clear and realistic strategies, it helps create a coherent framework of financial plans that apply to the full breadth of ongoing corporate control systems, as well as illustrates: When to use labor and materials standards to control manufacturing How to control research and development costs How to grant appropriate credit levels to customers How to set up an effective capital budgeting process How to create a cost-of-capital calculation
