Sales Organization And Management

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Building a Winning Sales Management Team

Author : Andris A. Zoltners
Publisher : Zs Associates, Incorporated
ISBN 13 : 9780985343606
Total Pages : 284 pages
Book Rating : 4.3/5 (436 download)

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Book Synopsis Building a Winning Sales Management Team by : Andris A. Zoltners

Download or read book Building a Winning Sales Management Team written by Andris A. Zoltners and published by Zs Associates, Incorporated. This book was released on 2012 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don't get enough time, attention, and resources from sales leaders. "Building a Winning Sales Management Team" shows just how important FLMs are to sales organizations--and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in "Building a Winning Sales Management Team" just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world's top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University's Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. "Building a Winning Sales Management Team" shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.

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.

Strategic Customer Management

Author : Nigel F Piercy
Publisher : OUP Oxford
ISBN 13 : 0191567647
Total Pages : 339 pages
Book Rating : 4.1/5 (915 download)

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Book Synopsis Strategic Customer Management by : Nigel F Piercy

Download or read book Strategic Customer Management written by Nigel F Piercy and published by OUP Oxford. This book was released on 2009-03-12 with total page 339 pages. Available in PDF, EPUB and Kindle. Book excerpt: A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies. Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.

Sales Management. Simplified.

Author : Mike Weinberg
Publisher : AMACOM
ISBN 13 : 0814436447
Total Pages : 243 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Sales Management. Simplified. by : Mike Weinberg

Download or read book Sales Management. Simplified. written by Mike Weinberg and published by AMACOM. This book was released on 2015-10-21 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!

Strategic Customer Management

Author : Nigel F Piercy
Publisher : OUP Oxford
ISBN 13 : 0191609285
Total Pages : 344 pages
Book Rating : 4.1/5 (916 download)

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Book Synopsis Strategic Customer Management by : Nigel F Piercy

Download or read book Strategic Customer Management written by Nigel F Piercy and published by OUP Oxford. This book was released on 2009-03-12 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies. Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.

The High-Velocity Sales Organization

Author : Marc Wayshak
Publisher : Marc Wayshak Communications LLC
ISBN 13 : 9780985411343
Total Pages : 286 pages
Book Rating : 4.4/5 (113 download)

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Book Synopsis The High-Velocity Sales Organization by : Marc Wayshak

Download or read book The High-Velocity Sales Organization written by Marc Wayshak and published by Marc Wayshak Communications LLC. This book was released on 2018-08-14 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: The data shows that senior executives today face a stark reality: Sales talent is increasingly difficult to find. Traditional selling strategies no longer work. And salespeople today are more distracted and aimless than ever before. To give their organizations true staying power in this tumultuous new market, company leaders must fundamentally change the way they look at sales-or else succumb to the competition. What today's senior leaders need is a high-velocity sales organization: an organization with the right performers, strategy, and infrastructure in place, allowing it to dramatically increase sales by converting more opportunities at higher prices to more prospects. Drawing on hard data, comprehensive research, and the latest science behind selling, Marc Wayshak has developed a system for building these fully sales-driven organizations. The High-Velocity Sales Organization brings together Wayshak's cutting-edge insights as a leading sales consultant with the latest data to create a step-by-step formula for accelerating a sales-driven company culture-from the top down. This guide for senior executives lays out the exact processes company leaders must implement to achieve the three pillars of a high-velocity sales organization: Performers-Learn to identify, recruit, and retain top performers for a consistent flow of A-player salespeople-and far fewer costly mis-hires Strategy-Develop and implement a self-improving, highly adaptive sales strategy that sets your salespeople apart from the competition Infrastructure-Establish a clear system for building out the right sales processes, with the most effective technology, to hold sales teams accountable

High Performance Sales Organizations

Author : Kevin J. Corcoran
Publisher : Irwin Professional Publishing
ISBN 13 : 9780786303526
Total Pages : 198 pages
Book Rating : 4.3/5 (35 download)

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Book Synopsis High Performance Sales Organizations by : Kevin J. Corcoran

Download or read book High Performance Sales Organizations written by Kevin J. Corcoran and published by Irwin Professional Publishing. This book was released on 1995 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understanding customer expectations and how they are changing is vital to developing sales strategies that will succeed in today's complex marketplace. Based on research studies conducted by Learning International, a worldwide leader in sales and service training, this book provides insights into the principles and practices used by some of the world's leading sales organizations.

Sales Force Management

Author : Joseph F. Hair, Jr.
Publisher : John Wiley & Sons
ISBN 13 : 1119702836
Total Pages : 544 pages
Book Rating : 4.1/5 (197 download)

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Book Synopsis Sales Force Management by : Joseph F. Hair, Jr.

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.

The Management of the Sales Organization

Author : Frederic Arthur Russell
Publisher :
ISBN 13 :
Total Pages : 252 pages
Book Rating : 4.:/5 (3 download)

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Book Synopsis The Management of the Sales Organization by : Frederic Arthur Russell

Download or read book The Management of the Sales Organization written by Frederic Arthur Russell and published by . This book was released on 1922 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Management of the Sales Organization

Author : Frederic Arthur Russell
Publisher : Hardpress Publishing
ISBN 13 : 9781290945073
Total Pages : 254 pages
Book Rating : 4.9/5 (45 download)

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Book Synopsis The Management of the Sales Organization by : Frederic Arthur Russell

Download or read book The Management of the Sales Organization written by Frederic Arthur Russell and published by Hardpress Publishing. This book was released on 2012-08-01 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlike some other reproductions of classic texts (1) We have not used OCR(Optical Character Recognition), as this leads to bad quality books with introduced typos. (2) In books where there are images such as portraits, maps, sketches etc We have endeavoured to keep the quality of these images, so they represent accurately the original artefact. Although occasionally there may be certain imperfections with these old texts, we feel they deserve to be made available for future generations to enjoy.

Sales Excellence

Author : Christian Homburg
Publisher : Springer Science & Business Media
ISBN 13 : 3642291694
Total Pages : 316 pages
Book Rating : 4.6/5 (422 download)

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Book Synopsis Sales Excellence by : Christian Homburg

Download or read book Sales Excellence written by Christian Homburg and published by Springer Science & Business Media. This book was released on 2012-10-24 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

Sales Management

Author : Earl D. Honeycutt
Publisher : Psychology Press
ISBN 13 : 9780415300445
Total Pages : 340 pages
Book Rating : 4.3/5 (4 download)

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Book Synopsis Sales Management by : Earl D. Honeycutt

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 340 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.

Efficient Management of the Sales Organization

Author : American Management Association
Publisher :
ISBN 13 :
Total Pages : 56 pages
Book Rating : 4.:/5 (273 download)

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Book Synopsis Efficient Management of the Sales Organization by : American Management Association

Download or read book Efficient Management of the Sales Organization written by American Management Association and published by . This book was released on 1940 with total page 56 pages. Available in PDF, EPUB and Kindle. Book excerpt:

ProActive Sales Management

Author : William Miller
Publisher : AMACOM
ISBN 13 : 0814414575
Total Pages : 258 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis ProActive Sales Management by : William Miller

Download or read book ProActive Sales Management written by William Miller and published by AMACOM. This book was released on 2009-07-15 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: As the president of a major sales company and experienced sales management trainer, author William Miller provides sales managers a proven method for successfully managing both sales processes and salespeople. Packed with specific, field-tested techniques, ProActive Sales Management teaches you how to: motivate a sales team; get your sales team to prospect and qualify; create a proactive sales culture; effectively coach and counsel up and down the sales organization; reduce reports to one sheet of paper and 10 minutes a week; forecast with up to 90 percent accuracy; and take A players to A+ levels. Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them while multitasking with managing complex sales processes in order to close more deals. Filled with all new metrics and tactics for making the numbers in today’s sales environment, ProActive Sales Management is an invaluable resource for this brand of highly in-demand leaders.

Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry

Download Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry PDF Online Free

Author : Eric Longino
Publisher : Universal-Publishers
ISBN 13 : 1599427060
Total Pages : 236 pages
Book Rating : 4.5/5 (994 download)

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Book Synopsis Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry by : Eric Longino

Download or read book Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry written by Eric Longino and published by Universal-Publishers. This book was released on 2009 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.

Problems of Sales Organization

Author : Herbert Glenn Kenagy
Publisher :
ISBN 13 :
Total Pages : 64 pages
Book Rating : 4.M/5 ( download)

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Book Synopsis Problems of Sales Organization by : Herbert Glenn Kenagy

Download or read book Problems of Sales Organization written by Herbert Glenn Kenagy and published by . This book was released on 1921 with total page 64 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Marketing Management

Author : Michael R. Czinkota
Publisher : Springer Nature
ISBN 13 : 3030669165
Total Pages : 901 pages
Book Rating : 4.0/5 (36 download)

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Book Synopsis Marketing Management by : Michael R. Czinkota

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.