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Download or read book Managing Your Sales Territory written by and published by . This book was released on 2016 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Territory management is all about organization. Jeff Bloomfield helps you reenergize your territory and organize your efforts so you are spending your time in the right areas with the most important prospects.
Download or read book Managing Your Sales Territory written by and published by . This book was released on 2016 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Territory management helps salespeople ensure they are spending their time wisely: doing the right activities with the best customers. But as time goes on, even the most exciting territories can seem small or stale. This course focuses on how to get the most out of your territory to achieve maximum prospecting results and maintain proper coverage. Jeff Bloomfield helps you organize your territory by company size or geography, identify the right areas to prospect, and grow your territory via networking. Last, he addresses the importance of ongoing records management: keeping an updated record of who has moved into your territory, who has left, and more. These sales tips will help you keep a positive attitude, stay organized, and breathe new life into well-trod territories. Note: This course was designed for regional territories, but sales reps with national or even international territories will still find tips applicable to their work.
Author : Mike Winger
Publisher :
ISBN 13 :
Total Pages : 166 pages
Book Rating : 4.6/5 (235 download)
Download or read book Managing Your New Sales Territory written by Mike Winger and published by . This book was released on 2020-03-29 with total page 166 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every business has their own approach to training but more often than not, it's up to the salesperson to figure out how to do the practical aspects of their job.This quick start guide provides the solution. Mike has condensed almost 40 years of real-life sales experience into an easy to digest work. He shows you how to quickly find success by mentoring your clients, overcoming roadblocks, and prioritizing your projects and activities.Although the book was written specifically for people who sell to established accounts, the information found here will be valuable to anyone in the sales field, regardless of their specific industry. * * * See what sales professionals have already said about this book: "Mike Winger does an exceptional job of translating his many years of sales and territory management experience into a comprehensive, concise, and easy-to-read book, which will prove valuable to all sales people, new or experienced. People new to field sales and wanting to 'hit the ground running' should read this book as soon as possible. It will save you time and effort!" Walter H. Bennett - Outdoor Power Equipment Industry "Mike's book is just what it says 'a quick start guide to sales.' It is concise, well organized, a quick read and easy to understand. His examples are applicable to any industry." Gloria Miller - Industrial Electronic Component Sales "A must read for a serious sales person. Mike Winger lays out your pathway to success. His analytic approach to sales is a beautiful thing... I wish I had this book when I started my sales career. I would have been successful much sooner." Paul Moore - Floral Network Sales "The practical insights and application that come from Mike's experience and success is what set this book apart for me. Everyone from entry level to experienced manager can learn (or be reminded) from the ideas and techniques referenced in this book!" Trent N. Springer - Retail Hardware Coop Management
Author : Pingali Venugopal
Publisher : SAGE
ISBN 13 : 9780761934950
Total Pages : 192 pages
Book Rating : 4.9/5 (349 download)
Download or read book Managing Your Sales Force written by Pingali Venugopal and published by SAGE. This book was released on 2006-07-05 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: Salespersons occupy a vital position in most organizations yet they tend not to hold their profession in high esteem. According to the author of this book, unless salespersons take pride in their work, they are unlikely to perform to the best of their abilities. This, in turn, is bound to affect the organization in terms of both its growth and its profit. Pingali Venugopal approaches the sales management function from the motivational dimension in order to revive the lost vocational esteem in the sales profession.Divided into two sections, this book - takes an integrated view of management decisions, both strategic and operational, and works out each as a motivator for the salespersons; - emphasizes the need for managers to motivate salespersons, beyond the commonly used monetary incentives; - highlights the importance of behavioural transactions that have to take place for a sale to be successful;- develops a framework to integrate the sales management function with the marketing mix so that there are no overlaps; and- stresses the need to devise appropriate training programmes for salespersons.
Author : Anneke Seley
Publisher : John Wiley & Sons
ISBN 13 : 047048280X
Total Pages : 270 pages
Book Rating : 4.4/5 (74 download)
Download or read book Sales 2.0 written by Anneke Seley and published by John Wiley & Sons. This book was released on 2008-12-23 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today.
Author : Jason Jordan
Publisher : McGraw Hill Professional
ISBN 13 : 0071769617
Total Pages : 272 pages
Book Rating : 4.0/5 (717 download)
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.
Author : Howard Berrian
Publisher :
ISBN 13 :
Total Pages : 293 pages
Book Rating : 4.:/5 (78 download)
Download or read book How to Manage the Sales Territory for Maximum Growth written by Howard Berrian and published by . This book was released on 1978* with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Vivek Mehrotra
Publisher : Cambridge India
ISBN 13 : 8175964928
Total Pages : 260 pages
Book Rating : 4.1/5 (759 download)
Download or read book Essentials of Pharmaceutical Sales Management written by Vivek Mehrotra and published by Cambridge India. This book was released on 2007-05 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: . What is my role as a Pharmaceutical Field Manager? . How do I keep my MRs motivated? . How do I plan and provide on-the-job training? . How do I keep the customers happy? . How do I achieve my target? Are these some of the questions that worry you while working in an extremely competitive pharmaceutical market? Essentials of Pharmaceutical Sales Management attempts to answer these and many more related questions. Key topics discussed: . Joint fieldwork and on-the-job training . Management of key/difficult customers . Performance appraisal and counselling . Organising successful meetings and symposia . Interfacing with marketing department
Author : Gerard J. Carney
Publisher :
ISBN 13 : 9780814452523
Total Pages : 228 pages
Book Rating : 4.4/5 (525 download)
Download or read book Managing a Sales Territory written by Gerard J. Carney and published by . This book was released on 1971 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : David A. Monty
Publisher : Apress
ISBN 13 : 1430267690
Total Pages : 255 pages
Book Rating : 4.4/5 (32 download)
Download or read book Sales Hunting written by David A. Monty and published by Apress. This book was released on 2014-03-05 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first year of developing a new sales territory is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople—or veterans developing new territories—chasing their tails for the first year or two. As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products. Sales Hunting helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains: Why most customers don’t want to buy from you . . . yet Why trust-based relationships enable you to open up territories and bag the biggest customers quickly How to qualify and rank customers based on traits How to get in step with the customer’s buying cycle How to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Sales Hunting is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts.
Author : Daniel Farb, Bruce Gordon
Publisher : Universityofhealthcare
ISBN 13 : 9781594910869
Total Pages : pages
Book Rating : 4.9/5 (18 download)
Download or read book Laugh and Learn Sales Territory Management written by Daniel Farb, Bruce Gordon and published by Universityofhealthcare. This book was released on 2004-06-01 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Elay Cohen
Publisher : Greenleaf Book Group
ISBN 13 : 1626340501
Total Pages : 250 pages
Book Rating : 4.6/5 (263 download)
Download or read book Saleshood written by Elay Cohen and published by Greenleaf Book Group. This book was released on 2014-04-15 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.
Author :
Publisher :
ISBN 13 :
Total Pages : 19 pages
Book Rating : 4.:/5 (292 download)
Download or read book Territory Management written by and published by . This book was released on 1986 with total page 19 pages. Available in PDF, EPUB and Kindle. Book excerpt: Territory management is a business game designed to stimulate your thinking and improve your ability to manage a sales territory for optimum return. It can be played by individuals or small teams of 3-5 salespeople.
Author : Bill Donaldson
Publisher : Palgrave Macmillan
ISBN 13 : 9780333998519
Total Pages : 0 pages
Book Rating : 4.9/5 (985 download)
Download or read book Sales Management written by Bill Donaldson and published by Palgrave Macmillan. This book was released on 2007-06-15 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Change is the one certainty. Changes in the importance of key customers, information technology and the globalization of business have had dramatic effects on sales operations over recent years. Taking into account and exploring these interesting and significant changes, this new edition of Bill Donaldson's highly successful textbook is fully updated throughout, making it the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.
Author : William A. Fredrick
Publisher :
ISBN 13 :
Total Pages : 380 pages
Book Rating : 4.:/5 (315 download)
Download or read book The Development, Implementation, and Analysis of a Sales Territory Management Program written by William A. Fredrick and published by . This book was released on 1976 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Michael R. Czinkota
Publisher : Springer Nature
ISBN 13 : 3030669165
Total Pages : 901 pages
Book Rating : 4.0/5 (36 download)
Download or read book Marketing Management written by Michael R. Czinkota and published by Springer Nature. This book was released on 2021-08-24 with total page 901 pages. Available in PDF, EPUB and Kindle. Book excerpt: This textbook provides students with comprehensive insights on the classical and contemporary marketing theories and their practical implications. A fourth, revised edition of Marketing Management, the text features new classical and contemporary cases, new interdisciplinary and cross-functional implications of business management theories, contemporary marketing management principles and. futuristic application of marketing management theories and concepts. The core and complex issues are presented in a simplified manner providing students with a stimulating learning experience that enables critical thinking, understanding and future application. Each chapter features a chapter summary, key terms, review and discussion questions and a practice quiz. Throughout the text there are also specific teaching features to provide students and instructors with an enhanced pedagogical experience. These features include: The Manager’s Corner: These sections provide real-world examples that instructors may highlight to exemplify theory or as mini-cases for discussion. Marketing in Action: These sections ask students to apply concepts and theories to actual business situations. Web Exercises: These mini sections provide students with real world issues and suggest websites for more information. In addition, the authors provide ancillary lecture notes and Solution/Instructors manual online to aid instructors in their teaching activities.
Author : Earl D. Honeycutt
Publisher : Psychology Press
ISBN 13 : 9780415300438
Total Pages : 334 pages
Book Rating : 4.3/5 (4 download)
Download or read book Sales Management written by Earl D. Honeycutt and published by Psychology Press. This book was released on 2003 with total page 334 pages. Available in PDF, EPUB and Kindle. Book excerpt: Designed to prepare upper-level undergraduate and graduate business students for work in the exciting field of global sales management, this text focuses upon the managerial and cross-cultural aspects necessary for leading the global sales force.
