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Author : Edgar S. Ellman
Publisher :
ISBN 13 :
Total Pages : 216 pages
Book Rating : 4.3/5 (9 download)
Download or read book Recruiting and Selecting Profitable Sales Personnel written by Edgar S. Ellman and published by . This book was released on 1982 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Edgar Ellman
Publisher : Van Nostrand Reinhold
ISBN 13 : 9780843607741
Total Pages : 176 pages
Book Rating : 4.6/5 (77 download)
Download or read book Recruiting and Selecting Profitable Sales Personnel written by Edgar Ellman and published by Van Nostrand Reinhold. This book was released on 1981-06-01 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : John Lidstone
Publisher : Gower Publishing Company, Limited
ISBN 13 :
Total Pages : 222 pages
Book Rating : 4.3/5 ( download)
Download or read book How to Recruit and Select Successful Salesmen written by John Lidstone and published by Gower Publishing Company, Limited. This book was released on 1983 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Fotini Mastroianni
Publisher : GRIN Verlag
ISBN 13 : 3668364729
Total Pages : 175 pages
Book Rating : 4.6/5 (683 download)
Download or read book Salespeople recruitment methods and training written by Fotini Mastroianni and published by GRIN Verlag. This book was released on 2016-12-19 with total page 175 pages. Available in PDF, EPUB and Kindle. Book excerpt: Case Study from the year 2014 in the subject Leadership and Human Resources - Miscellaneous, grade: -, ( Middlesex University in London ), course: Marketing, Human Resources, language: English, abstract: The aim of the present thesis is to analyse the issues of recruitment and training and their importance in the Greek Heavy industry and - at the same time - a research was conducted. The research targets at HRM executives of the major Greek Heavy Industry companies and follows a mixed method i.e. quantitative and qualitative. The quantitative aims at recording the recruitment, selection and training practices applied and the qualitative aims at getting more in depth in these areas in order to find out the unique characteristics of the Greece.
Author : John C. Marshall, Ph.D & Bob McHardy
Publisher : Selecting Sales Professional
ISBN 13 : 9780968228708
Total Pages : 260 pages
Book Rating : 4.2/5 (287 download)
Download or read book Selecting Sales Professionals : Selecting, Training, and Retaining High-performance Sales Personnel written by John C. Marshall, Ph.D & Bob McHardy and published by Selecting Sales Professional. This book was released on 1997 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Dr. David K. Barnett
Publisher : iUniverse
ISBN 13 : 1475998201
Total Pages : 268 pages
Book Rating : 4.4/5 (759 download)
Download or read book Hire Performance written by Dr. David K. Barnett and published by iUniverse. This book was released on 2013-08-21 with total page 268 pages. Available in PDF, EPUB and Kindle. Book excerpt: Busy managers and bottom-line entrepreneurs are faced with one of the toughest challenges in all of business: hiring a sales team that can really sell. In Hire Performance, authors Dr. David K. Barnett and Matthew Robinson provide novice and professional recruiters with a turnkey selection system that replaces guesswork with science and gut-feel with confidence. First published in 2003, this guide introduces the Hire Performance strategy, an approach to recruitment developed around Barnetts Four Levels of Sales model that sequences the skills of sales development. Hire Performance provides a toolbox filled with helpful tips on writing employment ads, learning behavioral interviewing skills, and negotiating compensation packages. Relying on nearly five decades of combined sales and sales-management experience, Barnett and Robinson also help you assess your recruiter skills and deliver research-driven insights on the behaviors to look for in potential sales superstars. A valuable resource for understanding fundamental, mission-critical tasks, Hire Performance introduces a different way of thinking about sales, offering a simple primer for anyone tasked with building a productive sales organization.
Author : Thomas N. Ingram
Publisher : Taylor & Francis
ISBN 13 : 1000994333
Total Pages : 377 pages
Book Rating : 4.0/5 (9 download)
Download or read book Sales Management written by Thomas N. Ingram and published by Taylor & Francis. This book was released on 2024-01-22 with total page 377 pages. Available in PDF, EPUB and Kindle. Book excerpt: This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. The new 11th edition includes: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies; Updated end-of-chapter cases with application questions, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager; Updated ethical dilemmas for students to practice ethical decision making; Revised ‘Sales Management in Action’ boxes; Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter. This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.
Author : William Winston
Publisher : Routledge
ISBN 13 : 1136590544
Total Pages : 415 pages
Book Rating : 4.1/5 (365 download)
Download or read book Managing Sales Professionals written by William Winston and published by Routledge. This book was released on 2013-01-11 with total page 415 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff.The author, Joseph Vaccaro, uses an “integrated model” approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations and problems readers encounter as practicing sales managers. With cases at the end of each chapter that make the chapter material come to life, Managing Sales Professionals is a practical tool for those in the world of marketing and sales management. It is a realistic, pragmatic, practical, how-to approach that explains complex concepts in a clear and concise manner. Vaccaro avoids generalities, and he cuts right to the critical specifics for sales managers in the real world.Terms and concepts are clearly defined, and each chapter concludes with penetrating questions to further develop your sales management skills. Along with a highly pertinent chapter on legal and ethical aspects in selling, Managing Sales Professionals covers: how to recruit salespeople motivation procedures gender and racial diversity of the sales force how to plan and conduct a training program effective selling techniques how to develop brand awareness new sales technology how to determine pricing and discount policies compensation policies how to determine transportation policies control and evaluation procedures how to effectively interact with marketing Anyone looking to increase sales, such as business owners, consultants, marketing professionals, and practicing salespeople and sales managers, can use this book to examine their sales staffs and look for areas in which to improve. Managing Sales Professionals is also ideal for upper level undergraduate students as they learn the basics of how to sell, organize, and run a sales force.
Author : Joe Miller
Publisher : Academic Learning Company LLC
ISBN 13 : 9780832950001
Total Pages : 148 pages
Book Rating : 4.9/5 (5 download)
Download or read book Great Salespeople Aren't Born, They're Hired written by Joe Miller and published by Academic Learning Company LLC. This book was released on 2005 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales is the most important function to any enterprise, but small business owners and entrepreneurs have no idea how to hire salespeople, let alone hire great salespeople. This text presents foolproof techniques to follow in staffing the best salespeople for your company.
Author : Herb Greenberg
Publisher : McGraw Hill Professional
ISBN 13 : 0071791655
Total Pages : 337 pages
Book Rating : 4.0/5 (717 download)
Download or read book How to Hire and Develop Your Next Top Performer, 2nd edition: The Qualities That Make Salespeople Great written by Herb Greenberg and published by McGraw Hill Professional. This book was released on 2012-08-17 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales management classic—updated for today’s competitive business environment Advanced digital technologies, the breakdown of traditional business barriers, and increased customer empowerment have transformed the sales profession. The future now belongs to salespeople who deeply understand, embrace, and take advantage of these unprecedented changes to enhance their relationships with their customers. What does this mean for you? You absolutely need these people on your team to succeed. And this fully updated edition of How to Hire and Develop Your Next Top Performer will show you how to find them, attract them, and retain them. It’s the key to maintaining the competitive edge now and in the future. Written by the CEO and president of Caliper, one of the world’s leading management consultancies, How to Hire and Develop Your Next Top Performer, Second Edition, delivers the proven game plan their company has used to power growth for SAP, Avis Budget Group, and thousands of other clients. Updated and revised for the age of the digitally connected customer and expanded to cover global and remote leadership topics, this one-of-a-kind guide gives you essential strategies to: Recruit and evaluate candidates via social media and other platforms Spot the qualities of top performers—and make sure the entire sales team has them Set realistic coaching goals Understand the psychology of “A” players, so you can give these stars what they need to succeed When you know how to hire, onboard, coach, motivate, and lead a powerful sales team, nothing can stop you. How to Hire and Develop Your Next Top Performer is the essential playbook for long-term sales success. Praise for How to Hire and Develop Your Next Top Performer: “We wouldn’t hire a salesperson without Caliper’s advice. If you’re concerned about recruiting the right person and driving increased profitable sales, you’ve got to read this book!” —Thomas M. Gart land, President, North America, Avis Budget Group, Inc. “This book has changed my life and, more importantly, it has changed the lives of many of my customers.” —Peter Smith, Executive Vice President of Sales and Marketing, Hearts On Fire “Caliper can dramatically improve your ability to hire and develop top performers. If you want to increase sales, read this book before your competition gets a hold of this gem.” —Gerhard Gschwandtner, Founder and Publisher, Selling Power “There is no better book on hiring and developing top performing salespeople.” ,b>—Ron Rubin, Minister of Tea (Owner), The Republic of Tea “This book should be on the desk of anyone interested in creating the best sales organization possible.” —Sean Sweeney, President, Chief Operating Officer, Philadelphia Insurance Companies “A must read. This book can save you a lot of wasted time and energy, while increasing your success rate dramatically.” —Alyson Brandt, Executive Vice President, General Manager Americas, The Forum Corporation To discover your defining qualities, take Caliper’s free, in-depth personality profile and receive a developmental guide pinpointing the qualities that distinguish you, along with suggestions for developing your potential.
Author : Lee B. Salz
Publisher : CreateSpace
ISBN 13 : 9781493762620
Total Pages : 154 pages
Book Rating : 4.7/5 (626 download)
Download or read book Hire Right, Higher Profits written by Lee B. Salz and published by CreateSpace. This book was released on 2014-01 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Unless your product sells itself, your sales force determines your ultimate success. Lee Salz is spot on in his assessment of the importance of viewing salespeople as a major investment in your business." - Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive "The most insightful and most complete book on hiring the RIGHT salesperson I have ever seen (or read). If you need great salespeople, this book is not an option, it's an imperative!" - Jeffrey Gitomer, author of 21.5 Unbreakable Laws of Selling "The challenge in building a strong sales organization has always been in identifying and retaining the right talent. Hire Right, Higher Profits looks past the hype. It recognizes that success is about process, and involves more sweat than inspiration. This book offers a detailed and sound process that will deliver consistent results." – Howard Stevens, Chairman, Chally Group Worldwide ***** Hired and fired... It's the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration. Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what Hire Right, Higher Profits is all about. Sales management strategist, Lee Salz begins the book by challenging readers with the $25,000 Revenue Test which most executives fail. Then, he hits readers between the eyes with the statement "there are no great salespeople" and offers proof of it! He also cautions those executives – who view the competition as their primary sales talent source – of its risks. But Salz doesn't stop there! He challenges executives to shift their perspective from hiring salespeople to investing in revenue. Each salesperson represents a revenue investment made by the company with the core objective of receiving a fast, high return on it – no different than when companies invest in sales strategies, tactics, and ideas to grow revenue. Hire Right, Higher Profits teaches executives how to determine what type of revenue investment is needed, evaluate revenue investment candidates and get a fast, high return on the investment made in their new salespeople. The book is a step-by-step, practical guide teaching you how to implement the revenue investment concept – impacting both the top and bottom lines. It's a fun, educational read and is chock-full of stories as you learn how to: * Shift your executive team's perspective from hiring salespeople to investing in revenue * Identify the factors that affect revenue investment performance – the causes of a salesperson's success or failure in the role * Assemble a Revenue Investment Evaluation Program to contrast candidates with the performance factors * Scrutinize a Revenue Investment Prospectus – a salesperson's resume – to get to the truth * Evaluate candidates so you select the right salespeople for revenue investments * Protect the revenue investment through structured sales onboarding * Design sales onboarding curriculum to get a fast, high return on the new revenue investments * Assess revenue investment performance both during and post-onboarding The methodology presented in Hire Right, Higher Profits can be implemented in any company, in any industry, of any size. The book is not based on scientific studies, but rather on real-world, field-tested sales management practices that Lee Salz has developed and used for over twenty years with both his sales teams and for clients. Whether you are a seasoned executive or new sales manager, this book has everything you need to build a world-class sales force.
Author : Michele Welliver
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (992 download)
Download or read book Sales Manager Perceptions of Employer Branding Strategies for Entry-level Salesperson Recruitment in Select Business-to-Business Companies written by Michele Welliver and published by . This book was released on 2017 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: In todays competitive business environment, salespeople are in high demand. This demand for salespeople creates a buyers market, and as such provides the future sales professional with numerous employment opportunities. With more sales positions to fill than potential candidates, sales managers need to enhance their recruitment efforts to increase their chances of attracting top sales talent. To differentiate from the competition and become a company where salespeople are attracted to and ultimately consider as a place to work, sales organizations must establish and convey an employer brand. Defined as the package of functional, economic, and psychological benefits provided by employment, and identified with the employing company (Ambler & Barrow, 1996, p. 187), the employer brand is simply the companys reputation as an employer. The purpose of this study was to explore sales manager perceptions of employer branding strategies B2B companies use for the external recruitment of entry-level salespeople. To explore these issues, a grounded theory qualitative data analysis approach was chosen. Ten sales managers from B2B companies who engaged in the external recruitment of entry-level salespeople for their organization were interviewed for this research study. The interviews were subsequently transcribed and coded, using a three-phased coding process that resulted in the construction of themes. Secondary data was also analyzed and coded for this grounded theory study. A theoretical grounded theory framework was developed for a better understanding of employer brandings role in recruitment. The study results revealed that building a solid employer reputation by creating value for current and potential employees attracts job applicants to fill sales positions, and retains ideal employees as well. The findings suggest that leveraging employer branding for recruitment is far better for attracting a large pool of candidates than relying on the corporate brand. However, neither employer branding nor leveraging the corporate brand appears to be producing the best quality salesperson applicants. The findings did suggest that employers could improve recruitment efforts to attract better quality candidates by engaging in, or increasing campus recruiting. The findings indicate that if companies increase their efforts to build a strong employer brand and target college campuses with their employer branding messages, they will attract a sufficient number of quality salesperson candidates, building a foundation for successful entry-level salesperson recruitment.
Author : Abraham Wilkson
Publisher : Independently Published
ISBN 13 :
Total Pages : 28 pages
Book Rating : 4.5/5 (426 download)
Download or read book Hire A Sales Team written by Abraham Wilkson and published by Independently Published. This book was released on 2021-07-23 with total page 28 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is ideal for small business owners and for larger enterprises who are seeking proven scientific methods for recruiting the right sales team. Discover the real cost of hiring the wrong salesperson and how to have a successful sales team or career by using psychometric testing in your recruitment or job hunting process.
Author : Gregory Rich
Publisher : SAGE Publications
ISBN 13 : 1071926101
Total Pages : 516 pages
Book Rating : 4.0/5 (719 download)
Download or read book Sales Force Management written by Gregory Rich and published by SAGE Publications. This book was released on 2016-10-15 with total page 516 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today′s sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.
Author : National Society of Sales Training Executives
Publisher : McGraw-Hill Education
ISBN 13 : 9781556236525
Total Pages : 220 pages
Book Rating : 4.2/5 (365 download)
Download or read book The Sales Managers Guide to Training and Developing Your Team written by National Society of Sales Training Executives and published by McGraw-Hill Education. This book was released on 1992-08-22 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: This essential resource includes checklists to help the reader manage a staff; forms for training, planning, and evaluating performance; and a list of additional sources of information for further assistance. It shows how to: set goals that are realistic and fair but aspire to top results; resolve problems before they escalate to astronomical proportions; recruit, interview, and select the best candidates to represent your company; train the sales staff for superior results; conduct efficent--and highly productive meetings; fairly evaluate performance and lead the sales team to success.
Author : Jeanne Greenberg
Publisher : McGraw-Hill Professional Publishing
ISBN 13 :
Total Pages : 258 pages
Book Rating : 4.3/5 (512 download)
Download or read book What it Takes to Succeed in Sales written by Jeanne Greenberg and published by McGraw-Hill Professional Publishing. This book was released on 1990 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: This helpful guide shows readers how to increase sales productivity, determine the suitability of prospective employees for sales positions, and weed out applicants that could hurt sales growth.
Author : Ioannis Nikolaou
Publisher : Psychology Press
ISBN 13 : 1317585372
Total Pages : 265 pages
Book Rating : 4.3/5 (175 download)
Download or read book Employee Recruitment, Selection, and Assessment written by Ioannis Nikolaou and published by Psychology Press. This book was released on 2015-04-17 with total page 265 pages. Available in PDF, EPUB and Kindle. Book excerpt: Personnel selection is changing. Whilst traditional face-to-face interviews are still common, the range of assessment processes that inform the selection of candidates is increasingly diverse, taking advantage not only of new technologies, but also using new methods and strategies, such as assessment centres and personality testing. This new collection looks at the most important contemporary issues in recruitment, selection and assessment today, highlighting the latest research from the perspective of both recruiter and applicant. The book is written by an international range of prominent scholars in this area, and provides up-to-date analysis of key topic areas, including: How measurements of intelligence can impact on recruitment policies The use and value of personality tests An analysis of social interaction in the interview process The value and impact of video resumes in recruitment How social networks affect how applicants are perceived Job analysis and competencies modelling Part of the Current Issues in Work & Organizational Psychology series, this is an important book that shines a light on the latest theory and practice in employee recruitment. It will interest not only students and researchers of Organizational Psychology, HRM and Business and Management, but will also engage professionals in the field.
