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Author : Rick Davis
Publisher : National Assn of Home Builders
ISBN 13 : 9780867185928
Total Pages : 159 pages
Book Rating : 4.1/5 (859 download)
Download or read book Strategic Sales in the Building Industry written by Rick Davis and published by National Assn of Home Builders. This book was released on 2004 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : David W. Cravens
Publisher : OUP Oxford
ISBN 13 : 0191641758
Total Pages : 660 pages
Book Rating : 4.1/5 (916 download)
Download or read book The Oxford Handbook of Strategic Sales and Sales Management written by David W. Cravens and published by OUP Oxford. This book was released on 2012-11-22 with total page 660 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Author : William D. Booth
Publisher : Springer Science & Business Media
ISBN 13 : 1468414313
Total Pages : 222 pages
Book Rating : 4.4/5 (684 download)
Download or read book Design/Build Marketing written by William D. Booth and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: With a jolt you pull your car to the side of the road, and read the job sign that can't be over one day old: New Home of ABC Inc.; General Contractor, XYZ Construction Co. You think out loud, "I knew the property had been sold," and your eyes roam over the real estate sign with the angled "sold" sticker pro claiming to all that the agent has been successful. "Thought the job would have come out on the bid list by now," you mutter as you move back onto the road and head for your office. Later in the day you get the agent on the phone: "Jim, how did XYZ get the ABC job? I saw nothing on the builders' exchange about it." "John, XYZ has been negotiating with ABC for the past six weeks. They did one fine job of selling on old McDuff. Understand they just called on him out of the blue asking for a chance. They put the whole package together, plans and all." "Didn't that tightwad McDuff get another price, Jim?" "Sure did; two, as a matter of fact. He asked me to get two other contractors capable of doing design-build projects. He liked XYZ better. I don't know the prices, but I really feel those boys impressed McDuff by going to him. Were you planning to bid the job?" "Thinking about it," you answer, trying to sound very casual.
Author : Mark Buckshon
Publisher : Mark Buckshon
ISBN 13 : 0981081606
Total Pages : 194 pages
Book Rating : 4.9/5 (81 download)
Download or read book Construction Marketing Ideas written by Mark Buckshon and published by Mark Buckshon. This book was released on 2010-04 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Buckshon addresses the architectural, engineering, and construction industry's marketing challenges with a positive and practical approach especially for business owners who don't want to be bogged down in clichs and who have been encouraged to try a variety of marketing ideas which simply don't work.
Author : Andris A. ZOLTNERS
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814410421
Total Pages : 498 pages
Book Rating : 4.8/5 (144 download)
Download or read book Building a Winning Sales Force written by Andris A. ZOLTNERS and published by AMACOM Div American Mgmt Assn. This book was released on 2009-02-11 with total page 498 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
Author : Kenneth Le Meunier-FitzHugh
Publisher : Oxford University Press
ISBN 13 : 0191016748
Total Pages : 216 pages
Book Rating : 4.1/5 (91 download)
Download or read book Achieving a Strategic Sales Focus written by Kenneth Le Meunier-FitzHugh and published by Oxford University Press. This book was released on 2016-09-05 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.
Author : Warren Friedman
Publisher : McGraw-Hill Companies
ISBN 13 : 9780070224377
Total Pages : 264 pages
Book Rating : 4.2/5 (243 download)
Download or read book Construction Marketing and Strategic Planning written by Warren Friedman and published by McGraw-Hill Companies. This book was released on 1984-01-01 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt: Good,No Highlights,No Markup,all pages are intact, Slight Shelfwear,may have the corners slightly dented, may have slight color changes/slightly damaged spine.
Author : Hedley Smyth
Publisher : Wiley-Blackwell
ISBN 13 : 9780632049875
Total Pages : 406 pages
Book Rating : 4.0/5 (498 download)
Download or read book Marketing and Selling Construction Services written by Hedley Smyth and published by Wiley-Blackwell. This book was released on 2000-02-10 with total page 406 pages. Available in PDF, EPUB and Kindle. Book excerpt: At the global and local level contractors and consultants have had to take a more professional approach to marketing and sales. Some construction firms are being restructured into client-oriented organizations. However, in all organizations there is considerable room to develop marketing and sales to enhance opportunities to grow and to protect markets during times of recession. This book demonstrates how marketing and sales can be developed. Specifically it: introduces selling techniques tailored to the needs of construction evaluates competing approaches to marketing and related sales theory demonstrates the effect of these on organizational structures and processes, and examines how the top down and bottom up management approaches can be integrated through sales practice. The book aims to achieve a balance between a strategic overview and the practicalities of sales and marketing. It does not offer a single blueprint, but rather a range of distinctive options from which the reader can make informed choices.
Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 242 pages
Book Rating : 4.1/5 (15 download)
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author : Michael T. Kubal
Publisher : McGraw-Hill
ISBN 13 : 9780071349857
Total Pages : 421 pages
Book Rating : 4.3/5 (498 download)
Download or read book Building Profits in the Construction Industry written by Michael T. Kubal and published by McGraw-Hill. This book was released on 1999-01-01 with total page 421 pages. Available in PDF, EPUB and Kindle. Book excerpt: CD-ROM contains: Over 1000 Web links -- Marketing plans -- Press releases -- Marketing materials from around the nation.
Author : Martin Reeves
Publisher : Harvard Business Review Press
ISBN 13 : 1625275870
Total Pages : 281 pages
Book Rating : 4.6/5 (252 download)
Download or read book Your Strategy Needs a Strategy written by Martin Reeves and published by Harvard Business Review Press. This book was released on 2015-05-19 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: You think you have a winning strategy. But do you? Executives are bombarded with bestselling ideas and best practices for achieving competitive advantage, but many of these ideas and practices contradict each other. Should you aim to be big or fast? Should you create a blue ocean, be adaptive, play to win—or forget about a sustainable competitive advantage altogether? In a business environment that is changing faster and becoming more uncertain and complex almost by the day, it’s never been more important—or more difficult—to choose the right approach to strategy. In this book, The Boston Consulting Group’s Martin Reeves, Knut Haanæs, and Janmejaya Sinha offer a proven method to determine the strategy approach that is best for your company. They start by helping you assess your business environment—how unpredictable it is, how much power you have to change it, and how harsh it is—a critical component of getting strategy right. They show how existing strategy approaches sort into five categories—Be Big, Be Fast, Be First, Be the Orchestrator, or simply Be Viable—depending on the extent of predictability, malleability, and harshness. In-depth explanations of each of these approaches will provide critical insight to help you match your approach to strategy to your environment, determine when and how to execute each one, and avoid a potentially fatal mismatch. Addressing your most pressing strategic challenges, you’ll be able to answer questions such as: • What replaces planning when the annual cycle is obsolete? • When can we—and when should we—shape the game to our advantage? • How do we simultaneously implement different strategic approaches for different business units? • How do we manage the inherent contradictions in formulating and executing different strategies across multiple businesses and geographies? Until now, no book brings it all together and offers a practical tool for understanding which strategic approach to apply. Get started today.
Author : William Winston
Publisher : Routledge
ISBN 13 : 1136373756
Total Pages : 332 pages
Book Rating : 4.1/5 (363 download)
Download or read book Contemporary Sales Force Management written by William Winston and published by Routledge. This book was released on 2013-05-13 with total page 332 pages. Available in PDF, EPUB and Kindle. Book excerpt: By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to reflect changing industry dynamics, and how to raise your level of sales efficiency through the use of customer advisory groups and sales technological tools, such as video conferencing, database management, and up-to-date industry software. Through the book’s important discussions on lowering mutual costs, building long-term customer relationships, improving sales skills, and developing core process skills, you will also learn to think and act with a strategic perspective that successfully steers the sales process.Grounded in practical applications, Contemporary Sales Force Management unites theoretical principles with applied examples and case studies gathered from research with major firms in dynamic markets such as Beijing and Shanghai in China, the European Union, and the United States. From these case studies demonstrating how top players achieve success, you gain critical information on: the role of the sales force manager in organizations strategic issues for an international sales effort gaining functional expertise in sales and marketing along with industry knowledge globalization and its impact on sales management strategies for applying Total Quality Management to sales electronic commerce and cultivating customers on the Web the consequences of having a poorly motivated sales force with low morale developing an environment that fosters and rewards the management of crisis understanding your biases and stereotypical assumptions about others and how these affect decisionmaking dealing with the legal and regulatory environment and ethical issues that arise in the course of managing the sales forceContemporary Sales Force Management is the book managers, entrepreneurs, business people, and faculty and students of executive business education programs have long awaited. Its sample sales plan, specific strategies, and hands-on advice will prove indispensable as you maneuver away from the coattails of your competitors into a leading position in the marketplace.
Author : Robert B. Miller
Publisher : Grand Central Publishing
ISBN 13 : 0446548782
Total Pages : 300 pages
Book Rating : 4.4/5 (465 download)
Download or read book The New Strategic Selling written by Robert B. Miller and published by Grand Central Publishing. This book was released on 2008-11-16 with total page 300 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.
Author : George Hedley
Publisher : ReadHowYouWant.com
ISBN 13 : 1459609506
Total Pages : 386 pages
Book Rating : 4.4/5 (596 download)
Download or read book Get Your Business to Work! written by George Hedley and published by ReadHowYouWant.com. This book was released on 2011-01-22 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt: George Hedley owns a $50 million construction and real estate development business as well as HARDHAT Presentations. Over the last five years, as a much-requested popular professional speaker, George speaks 50 times per year to business audiences, conventions, associations and at company meetings. As many as 25,000 people see him present keynote speeches or seminars every year. George is based in Costa Mesa, Calif.
Author : W. D. Booth
Publisher : Springer Science & Business Media
ISBN 13 :
Total Pages : 208 pages
Book Rating : 4.0/5 ( download)
Download or read book Marketing Strategies for Design-build Contracting written by W. D. Booth and published by Springer Science & Business Media. This book was released on 1995 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: A comprehensive, practical treatment of design-build marketing practices for the small-, medium- and large-sized design-build contractor. The book provides an extensive overview of the design-build concept and gives numerous examples, guidelines, and techniques for contractors to develop their own common-sense design-build marketing strategies. Includes examples from different areas of the construction industry. 15 line drawings.
Author : Robert Bruce Miller
Publisher : Grand Central Publishing
ISBN 13 : 9780446386272
Total Pages : 324 pages
Book Rating : 4.3/5 (862 download)
Download or read book Strategic Selling written by Robert Bruce Miller and published by Grand Central Publishing. This book was released on 1985 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)
Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
