Nuts And Bolts Of Sales Management

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Nuts and Bolts of Sales Management

Author : John Treace
Publisher : Greenleaf Book Group
ISBN 13 : 1937110206
Total Pages : 184 pages
Book Rating : 4.9/5 (371 download)

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Book Synopsis Nuts and Bolts of Sales Management by : John Treace

Download or read book Nuts and Bolts of Sales Management written by John Treace and published by Greenleaf Book Group. This book was released on 2011-09 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sometimes managing a sales team feels like trying to manage chaos, and in a way it is-there are so many unpredictable influences at work in sales. In Nuts and Bolts of Sales Management, John Treace, mining decades of executive sales experience gained from successful business turnarounds, provides managers with proven strategies to build a high-performing sales team that will consistently produce desired results.The tools and tactics included in Nuts and Bolts of Sales Management help sales managers identify and solve the problems that cause companies to stumble and fail. Leaders will learn how they can take their sales force to the next level by developing effective sales processes and by promoting high morale and team work. This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day. Here is a sample of some: - How to ensure predictable sales performance- Effective forecasting & managing the quarter- What to do when sales plans are missed- How to design highly effective meetings and award programs- Making effective presentations to management- Minimize the need for hiring and firing- How to balance morale, execution & teamwork- How to develop a powerful sales culture- Developing effective metrics- How to Leveraging expenses while managing the budget- Effective use of consultants- How to sleep well at night nearing the end of any sales quarter This practical handbook was written for current sales VPs or managers, salespeople who desire to move into management, and CEOs, COOs, CFOs and others wishing to have a better understanding of the principles and systems that drive high-velocity sales organizations.

Don't Fire Them, Fire Them Up

Author : Frank Pacetta
Publisher : Simon and Schuster
ISBN 13 : 0684800500
Total Pages : 293 pages
Book Rating : 4.6/5 (848 download)

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Book Synopsis Don't Fire Them, Fire Them Up by : Frank Pacetta

Download or read book Don't Fire Them, Fire Them Up written by Frank Pacetta and published by Simon and Schuster. This book was released on 1995-03 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt: Responsibility to become winners.

Mechanics of Project Management

Author : Adedeji B. Badiru
Publisher : CRC Press
ISBN 13 : 0429791216
Total Pages : 173 pages
Book Rating : 4.4/5 (297 download)

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Book Synopsis Mechanics of Project Management by : Adedeji B. Badiru

Download or read book Mechanics of Project Management written by Adedeji B. Badiru and published by CRC Press. This book was released on 2018-10-25 with total page 173 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every organizational endeavor is based on project management. Projects range from simple to complex, with a definite beginning and a definite end. In manufacturing, as an example, the production of each unit of a product is defined as a project. The lifecycle goes from raw material to the product delivery stage, with steps in between managed as a rigorous project. This book covers the mechanics of project management and offers the requirements for executing a project using a systems-engineering framework and the project management body of knowledge, as advocated by the Project Management Institute. It includes the nuts and bolts for untangling the knots that often exist in project execution. Features Offers a unique guide to management projects, both big and small, in all spheres of human endeavor Presents the nuts and bolts of untangling the typical knots in project execution in a step-by-step format Applies to all types of projects, including technical, manufacturing, financial, science, engineering, and personal projects Provides a structured guide to the application of project management techniques Uses the Project Management Body of Knowledge (PMBOK) framework from the Project Management Institute (PMI) as the platform for the topics covered, coupled with a systems view Addresses technical and managerial aspects of projects in every industry

Sales Manager Survival Guide

Author : David Brock
Publisher : Partners in Excellence
ISBN 13 : 9780997560206
Total Pages : 358 pages
Book Rating : 4.5/5 (62 download)

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Book Synopsis Sales Manager Survival Guide by : David Brock

Download or read book Sales Manager Survival Guide written by David Brock and published by Partners in Excellence. This book was released on 2016-05-17 with total page 358 pages. Available in PDF, EPUB and Kindle. Book excerpt: Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all - often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace - and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you'll face as a Front Line Sales Manager. If you're a sales manager, or want to become one, this book shows you how to survive-and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top-and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified

Maximizing Lead Generation

Author : Ruth P. Stevens
Publisher : Pearson Education
ISBN 13 : 0789741148
Total Pages : 220 pages
Book Rating : 4.7/5 (897 download)

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Book Synopsis Maximizing Lead Generation by : Ruth P. Stevens

Download or read book Maximizing Lead Generation written by Ruth P. Stevens and published by Pearson Education. This book was released on 2011-07-05 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Hands-On, Up-to-the-Minute Guide to Generating Better-Qualified, Quicker-to-Close B2B Leads! Lead generation is “Job One”: B2B marketers' single most important objective. Maximizing Lead Generation brings together everything you need to know to do it right. Fast-paced and 100% practical, it will help you achieve outstanding results in any B2B marketplace—from enterprise technology to industrial equipment to professional services. World-renowned expert Ruth P. Stevens helps you bring science and systematization to all facets of lead generation, building on process, best practices, continuous testing, and ongoing improvement. You'll learn how to maximize the value of tried-and-true B2B tools and the newest social, web, and search technologies. Stevens offers indispensable insights for the entire lead lifecycle, including qualification, nurturing, measurement, and tracking. Organized for clarity, usability, and speed, this book will help you supercharge salesforce productivity—and company profits. You'll Learn How To: • Develop and refine rules that consistently lead to higher-quality leads • Gain deeper insights into your customers and their buying processes • Build sophisticated, accurate marketing databases • Identify the media most likely to work for you • Execute highly effective campaigns • Drive huge ROI improvements • Use BANT and other qualification criteria • Apply new “nurturing” techniques to convert “duds” into “diamonds” • Track results and quantify the business value of campaigns • Utilize best practices content marketing and marketing automation • Integrate continuous improvement into lead generation • Discover 10 trends that will transform the way you prospect

Successful Local Broadcast Sales

Author : Paul Weyland
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814409806
Total Pages : 223 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Successful Local Broadcast Sales by : Paul Weyland

Download or read book Successful Local Broadcast Sales written by Paul Weyland and published by AMACOM Div American Mgmt Assn. This book was released on 2007-09-19 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: For the right person, a career in media sales can be glamorous, rewarding, and lucrative. But without the right guidance, it can also be challenging. Author Paul Weyland has decades of experience working with local direct clients. Now, in Successful Local Broadcast Sales he shares his hard-won wisdom, showing television, radio, and cable salespeople how to get more sales. This invaluable resource gives readers the tools they need to: • get appointments • write great proposals and presentations • sell against other media like newspapers and the Internet • overcome rate resistance • close sales without alienating their clients • create genius creative without being a creative genius • calculate ROI for the client’s advertising dollar • land long-term contracts with local businesses • negotiate more effectively Honest, practical, and accessible, this is the one handbook that shows novice and veteran salespeople how to thrive—not just survive—in the media business.

Sales Management

Author :
Publisher :
ISBN 13 :
Total Pages : 878 pages
Book Rating : 4.3/5 (512 download)

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Book Synopsis Sales Management by :

Download or read book Sales Management written by and published by . This book was released on 1925 with total page 878 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Solution Selling Fieldbook

Author : Keith M. Eades
Publisher : McGraw Hill Professional
ISBN 13 : 0071456082
Total Pages : 288 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis The Solution Selling Fieldbook by : Keith M. Eades

Download or read book The Solution Selling Fieldbook written by Keith M. Eades and published by McGraw Hill Professional. This book was released on 2005-07-14 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: The breakthrough process used by more than 500,000 sales professionals worldwide! The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key decision makers, diagnose buyers' business issues, and increase top-line sales. Building on the processes, principles, and management systems outlined in The New Solution Selling, this practitioner's workbook features: A complete step-by-step blueprint for sales success A trial copy of Solution Selling software A valuable Solution Selling CD-ROM that includes tools, templates, and sales letters Includes Exclusive Solution Selling Software on CD-ROM More than 120 work sheets on negotiating, opportunity assessments, implementation plans, and more Letters/e-mail templates Coaching on Solution Selling techniques Import/export capabilities Links to more Solution Selling content

Sales Management For Dummies

Author : Butch Bellah
Publisher : John Wiley & Sons
ISBN 13 : 1119094054
Total Pages : 360 pages
Book Rating : 4.1/5 (19 download)

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Book Synopsis Sales Management For Dummies by : Butch Bellah

Download or read book Sales Management For Dummies written by Butch Bellah and published by John Wiley & Sons. This book was released on 2015-09-16 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more. Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing. Shows you how to reach your fullest potential in sales Helps you effectively inspire great performance form any sales force Demonstrates how to prospect, recruit, and increase your organization's income and success Teaches you how to manage sales teams to greatness If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.

Sales Growth

Author : Thomas Baumgartner
Publisher : John Wiley & Sons
ISBN 13 : 1118343514
Total Pages : 258 pages
Book Rating : 4.1/5 (183 download)

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Book Synopsis Sales Growth by : Thomas Baumgartner

Download or read book Sales Growth written by Thomas Baumgartner and published by John Wiley & Sons. This book was released on 2012-04-24 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.

The Nuts and Bolts of Leadership

Author : Jim Bohn
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781532895920
Total Pages : 0 pages
Book Rating : 4.8/5 (959 download)

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Book Synopsis The Nuts and Bolts of Leadership by : Jim Bohn

Download or read book The Nuts and Bolts of Leadership written by Jim Bohn and published by Createspace Independent Publishing Platform. This book was released on 2016-08-12 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Quick, sharply focused chapters that will improve your leadership influence, relevance and effectiveness, written by someone who has "been there"--Back cover

Quantity Surveying Practice

Author : Chung Wai Calvin Keung
Publisher : Routledge
ISBN 13 : 1000506517
Total Pages : 171 pages
Book Rating : 4.0/5 (5 download)

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Book Synopsis Quantity Surveying Practice by : Chung Wai Calvin Keung

Download or read book Quantity Surveying Practice written by Chung Wai Calvin Keung and published by Routledge. This book was released on 2021-12-29 with total page 171 pages. Available in PDF, EPUB and Kindle. Book excerpt: Quantity Surveying Practice: The Nuts and Bolts is a practical guide to quantity surveying in building construction. Due to the increasing expectations of quality and performance from project clients, quantity surveyors must improve their professional skills to solve a variety of intricate problems and disputes confronting the demanding construction market. This practical book focuses on the basic concepts underlying the technical aspects of quantity surveying and contains many worked examples together with useful figures and real-life cases to help readers digest and understand the essentials and become better professionals as a result. This book is organised and structured into seven chapters. Chapter 1 is about the estimation of construction costs. Chapter 2 gives an overview of tendering and tender documentation. Chapter 3 examines the procedure of tender examination and the approach to contract award. Chapter 4 reviews the whole process of an interim valuation from the submission of a payment application by the contractor to the issuance of an interim valuation by the quantity surveyor, identifying the key issues within the process. Chapter 5 examines the topic of construction claims. Chapter 6 addresses the cost control and monitoring in connection with construction projects. Chapter 7 is about dispute management and three commonly used dispute resolution mechanisms, namely mediation, adjudication and arbitration are introduced. This book is essential reading for students on quantity surveying and construction management programmes, as well as the APC candidates pursuing the professional quantity surveying pathway. It is also a useful reference for practicing quantity surveyors.

Five Deadly Sins CEOs Make in Sales

Author : Jim Lewis
Publisher : Wheatmark, Inc.
ISBN 13 : 1604942282
Total Pages : 126 pages
Book Rating : 4.6/5 (49 download)

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Book Synopsis Five Deadly Sins CEOs Make in Sales by : Jim Lewis

Download or read book Five Deadly Sins CEOs Make in Sales written by Jim Lewis and published by Wheatmark, Inc.. This book was released on 2009-02 with total page 126 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Five Deadly Sins CEOs Make in Sales" is a business fable designed to help CEOs recognize five common sales management mistakes that negatively impact financial results. Whether you are the CEO of a small company with only one salesperson or you manage thousands, it's very likely that you have committed at least one of the sins described in this book. Don't worry; you are not alone. The logic that leads senior executives to commit these sins over and over makes sense and is pervasive. There are hundreds of how-to books to help individual salespeople sell better, but there are few designed to help CEOs, the lead sales executive, understand why their sales organization is not generating more revenue. This fable is about Jack Ressler, CEO of Acme, Inc., and what happens when the company misses its quarterly revenue target. Instead of making Jack the scapegoat for the poor results, the chairman and board of directors decide to help Jack discover the five deadly sins. This book is based on the work and experience of the author, who admits to having committed all five sins. Fortunately, he found out soon enough to be able to help others avoid the same fate. The story is short, enlightening, and provocative. About the Author Jim Lewis is the founder and CEO of Princeton Sales Partners, LLC, an executive management coaching and consulting firm to CEOs on the best practices of selling and sales management, located in Princeton, New Jersey.

Working with Machines

Author : Michel Baudin
Publisher : CRC Press
ISBN 13 : 9781563273292
Total Pages : 376 pages
Book Rating : 4.2/5 (732 download)

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Book Synopsis Working with Machines by : Michel Baudin

Download or read book Working with Machines written by Michel Baudin and published by CRC Press. This book was released on 2007-04-20 with total page 376 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do companies in high labor cost countries manage to remain competitive? In western manufacturing, the more manual a process, the more severe the competitive handicap of high wages. Full automation would make labor costs irrelevant but remain impractical in most industries. Most successful manufacturing processes in advanced economies are neither fully manual nor fully automatic -- they involve interactions between small numbers of highly skilled people and machines that account for the bulk of the manufacturing costs and thereby remain competitive. In Working with Machines: The Nuts and Bolts of Lean Operations With Jidoka, author Michel Baudin explains how performance differences that can be observed from one factory to the next are due to the way people use the machines -- from the human interfaces of individual machines to the linking of machines into cells, the management of monuments and common services, automation, maintenance, and production control.

Sales Management

Author :
Publisher :
ISBN 13 :
Total Pages : 1066 pages
Book Rating : 4.3/5 (512 download)

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Book Synopsis Sales Management by :

Download or read book Sales Management written by and published by . This book was released on 1966-10 with total page 1066 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Sales 101

Author : Wendy Connick
Publisher : Adams Media
ISBN 13 : 1507211031
Total Pages : 256 pages
Book Rating : 4.5/5 (72 download)

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Book Synopsis Sales 101 by : Wendy Connick

Download or read book Sales 101 written by Wendy Connick and published by Adams Media. This book was released on 2019-09-17 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn the ins and outs of sales techniques with this comprehensive and accessible guide that is the crash course in how to sell anything. Sometimes, it seems like learning a new skill is impossible. But whether you are interested in pursuing a full-times sales career, want to make extra money with sales as a side hustle, or are just looking to turn your hobby into a business, everyone can benefit from knowing how to sell. With Sales 101 you can start selling now. This clear and comprehensive guide is perfect for those who are just starting out in the sales field. Presented with a casual and an easy-to-understand tone, it gives you the information and training you need to get started. Sales 101 teaches the basic sales philosophies and tactics that have been successful for centuries, along with newer, more up-to-date information about using the internet and social media to find leads and increase your customer base. Whether you need guidance in making a presentation or closing a deal to handling rejection or managing your time, Sales 101 shares the best advice and solutions to prepare you for a career in the sales field.

CEO Tools

Author : Kraig Kramers
Publisher : Gandy Dancer PressLlc
ISBN 13 : 9780972572002
Total Pages : 270 pages
Book Rating : 4.5/5 (72 download)

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Book Synopsis CEO Tools by : Kraig Kramers

Download or read book CEO Tools written by Kraig Kramers and published by Gandy Dancer PressLlc. This book was released on 2002-12-01 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: At last, a managers book for tightening up the nuts and bolts of business. Just a twist of a wrench can literally change your world. Think, for a moment, about securing the bolts on an aircraft engine. The right tools and techniques are paramount. In business, its the same. You need just the right business tools and know-how to be successful. This is a go-do-it book, not just more how to lessons. Its written by Kraig Kramers, an eight-time veteran CEO, who puts easy-to-use management tools directly in your hands to make more money and improve your individual success immediately. This book is about tools for tightening up the nuts and bolts in your business, tools to tune up performance with your customers, people, profits, productivity, and results -- plus tools for tuning up your own success as a manager.