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Author : Still Cundiff & Govoni
Publisher :
ISBN 13 : 9788120305670
Total Pages : 654 pages
Book Rating : 4.3/5 (56 download)
Download or read book Sales Management : Decisions, Strategies, and Cases written by Still Cundiff & Govoni and published by . This book was released on 1997 with total page 654 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Still
Publisher : Pearson Education India
ISBN 13 : 9788131710890
Total Pages : 660 pages
Book Rating : 4.7/5 (18 download)
Download or read book Sales Management: Decision Strategy And Cases, 5/E written by Still and published by Pearson Education India. This book was released on 2007-09 with total page 660 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Richard Ralph Still
Publisher : Prentice Hall
ISBN 13 : 9780137880843
Total Pages : 699 pages
Book Rating : 4.8/5 (88 download)
Download or read book Sales Management written by Richard Ralph Still and published by Prentice Hall. This book was released on 1981 with total page 699 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Richard R. Still
Publisher :
ISBN 13 :
Total Pages : 699 pages
Book Rating : 4.:/5 (77 download)
Download or read book Sales Management written by Richard R. Still and published by . This book was released on 1985 with total page 699 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author :
Publisher :
ISBN 13 :
Total Pages : 699 pages
Book Rating : 4.:/5 (658 download)
Download or read book Sales Management written by and published by . This book was released on 1983 with total page 699 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Thomas N. Ingram
Publisher : M.E. Sharpe
ISBN 13 : 0765633574
Total Pages : 426 pages
Book Rating : 4.7/5 (656 download)
Download or read book Sales Management written by Thomas N. Ingram and published by M.E. Sharpe. This book was released on 2012-01-31 with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt: Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life best practices of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and equips them with the skills needed for the 21st century. Updates for this edition include: --New Opening Vignettes provide recent examples of leading sales organizations. --New Sales Management in the 21st Century boxes include new sales executives and personal comments. --New Ethical Dilemma boxes give students the opportunity to address important ethical issues, many as role-play exercises. --New and revised chapter cases with related sales management role-playing activities. --New and revised techniques in the Developing Sales Management Knowledge and Developing Sales Management Skills activities. --New or expanded coverage of social networking in recruiting and selecting; virtual sales training; promoting ethical behavior in sales organizations; compensation of sales managers; and how to optimize the use of sales contests. An instructor's manual with learning objectives, a test bank, PowerPoint presentation materials, and more is available online to adopters.
Author : Richard Ralph Still
Publisher :
ISBN 13 : 9780137865598
Total Pages : 344 pages
Book Rating : 4.8/5 (655 download)
Download or read book Sales Management written by Richard Ralph Still and published by . This book was released on 1988 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Richard Ralph Still
Publisher : Prentice Hall
ISBN 13 :
Total Pages : 568 pages
Book Rating : 4.3/5 (512 download)
Download or read book Sales Management written by Richard Ralph Still and published by Prentice Hall. This book was released on 1976 with total page 568 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Thomas N Ingram
Publisher : Routledge
ISBN 13 : 1317460278
Total Pages : 660 pages
Book Rating : 4.3/5 (174 download)
Download or read book Sales Management written by Thomas N Ingram and published by Routledge. This book was released on 2015-03-26 with total page 660 pages. Available in PDF, EPUB and Kindle. Book excerpt: Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life "best practices" of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and identifies the skill sets needed for the 21st century.
Author : Thomas N. Ingram
Publisher : Thomson South-Western
ISBN 13 : 9780324321050
Total Pages : 0 pages
Book Rating : 4.3/5 (21 download)
Download or read book Sales Management written by Thomas N. Ingram and published by Thomson South-Western. This book was released on 2006 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Make effective sales decisions with SALES MANAGEMENT! With a focus on the importance of employing different sales strategies for different consumer groups, this management text blends the most recent sales management research with real-life best practices of leading sales organizations. Role plays, cases, technology, and applications are just a few of the tools that will help you succeed in your sales career.
Author : Frank V. Cespedes
Publisher : Harvard Business Press
ISBN 13 : 1633698777
Total Pages : 249 pages
Book Rating : 4.6/5 (336 download)
Download or read book Sales Management That Works written by Frank V. Cespedes and published by Harvard Business Press. This book was released on 2021-02-23 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talent Pay and incentivize your sales force Improve ROI from your training programs Create a comprehensive sales model Set and test the right prices Build and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.
Author : Joseph F. Hair, Jr.
Publisher : John Wiley & Sons
ISBN 13 : 1119702836
Total Pages : 544 pages
Book Rating : 4.1/5 (197 download)
Download or read book Sales Force Management written by Joseph F. Hair, Jr. and published by John Wiley & Sons. This book was released on 2020-09-16 with total page 544 pages. Available in PDF, EPUB and Kindle. Book excerpt: The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Author : William L. Cron
Publisher : John Wiley & Sons
ISBN 13 : 9788126516858
Total Pages : 568 pages
Book Rating : 4.5/5 (168 download)
Download or read book Dalrymple'S Sales Management, 9Th Ed written by William L. Cron and published by John Wiley & Sons. This book was released on 2008-06 with total page 568 pages. Available in PDF, EPUB and Kindle. Book excerpt: Dalyrymple s Sales Management is known for its friendly, real-world and practical approach to the concept of sales management. It introduces readers to the issues, strategies and relationships that relate to the job of managing a sales force and helping them sell. With this new edition, Cron and DeCarlo also present a running case study throughout each chapter on Moreguard Insurance. The case study is used to show how key concepts are applied in the real world. Exercises are included with the case study to help readers begin to think critically about how to utilize the information discussed.· Introduction to Selling and Sales Management· Strategy and Sales Program Planning· Sales Opportunity Management· Account Relationship Management· Customer Interaction Management· Sales Force Organization· Recruiting and Selecting Personnel· Sales Training· Leadership· Ethical Leadership· Motivating Salespeople· Compensating Salespeople· Evaluating Performance
Author : Berend Wierenga
Publisher : Springer Science & Business Media
ISBN 13 : 0387782133
Total Pages : 621 pages
Book Rating : 4.3/5 (877 download)
Download or read book Handbook of Marketing Decision Models written by Berend Wierenga and published by Springer Science & Business Media. This book was released on 2008-09-05 with total page 621 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing models is a core component of the marketing discipline. The recent developments in marketing models have been incredibly fast with information technology (e.g., the Internet), online marketing (e-commerce) and customer relationship management (CRM) creating radical changes in the way companies interact with their customers. This has created completely new breeds of marketing models, but major progress has also taken place in existing types of marketing models. Handbook of Marketing Decision Models presents the state of the art in marketing decision models. The book deals with new modeling areas, such as customer relationship management, customer value and online marketing, as well as recent developments in other advertising, sales promotions, sales management, and competition are dealt with. New developments are in consumer decision models, models for return on marketing, marketing management support systems, and in special techniques such as time series and neural nets.
Author : Andy Paul
Publisher : AMACOM
ISBN 13 : 0814434886
Total Pages : 255 pages
Book Rating : 4.8/5 (144 download)
Download or read book Amp Up Your Sales written by Andy Paul and published by AMACOM. This book was released on 2014-11-28 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: Combining leading-edge research with a vast amount of field experience, this book will show anyone how to become the trusted sales professional who consistently wins new business. Customers today are overloaded with information and overwhelmed by options. product value is so high across the competition that any kind of meaningful product differentiation--at least in the customers’ eyes--has disappeared. Therefore, between not recognizing product differences, combined with not having any time to spare to investigate what they don’t know, the difference maker for many decision makers is you! In Amp Up Your Sales, you will learn how to: Maximize the value of their selling Accelerate responsiveness to build trust and credibility Earn valuable selling time with customers Shape the buyer's vision Integrate persuasive stories into their sales process Build lasting relationships through follow-up and customer service The salesperson who is always responsive and completely focused on value will be the one who will stand out from the crowd and get the sale. The bad news is, your customers won’t understand and appreciate all the advantages of your product. The good news is, they aren’t making the decision based on the product, but on you!
Author : Linda M Orr
Publisher : Routledge
ISBN 13 : 1136647007
Total Pages : 286 pages
Book Rating : 4.1/5 (366 download)
Download or read book Advanced Sales Management Handbook and Cases written by Linda M Orr and published by Routledge. This book was released on 2012-04-23 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Advanced Sales Management Handbook and Cases: Analytical, Applied, and Relevant will fill the need in the market for a solid case work, role play, and activity book. It has been written by sales teaching professionals and sales executives. The life experiences of professionals with varied experiences will provide students with a solid foundation for learning. This will give college professors from around the world a better opportunity to ensure quality of learning. The book is intended to be supplemental to any other sales management text on the market, but could be used alone in an advanced sales management or marketing analytics course in which the students already have the base theoretical knowledge. The various cases, role plays, and experiential exercises in this book will follow the same topical structure of other sales management texts so that any sales management instructor can readily adopt this supplemental book. For many of the cases, actual data has been given so that students are required to use and understand analytical software.
Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1317359992
Total Pages : 495 pages
Book Rating : 4.3/5 (173 download)
Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2016-04-14 with total page 495 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
