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The Sales Wizards Secrets Of Sales Management Common Sense Techniques For Managing The Small Business Sales Force
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Book Synopsis The Sales Wizard's Secrets of Sales Management : Common-sense Techniques for Managing the Small Business Sales Force by : Brian L. (Brian Lloyd) Jeffrey
Download or read book The Sales Wizard's Secrets of Sales Management : Common-sense Techniques for Managing the Small Business Sales Force written by Brian L. (Brian Lloyd) Jeffrey and published by Carp, Ont. : SalesForce. This book was released on 1995 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Canadian Books in Print 2002 by : Marian Butler
Download or read book Canadian Books in Print 2002 written by Marian Butler and published by . This book was released on 2002-02 with total page 930 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Canadian Books in Print written by and published by . This book was released on 2001 with total page 1592 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Canadian Books in Print. Author and Title Index by :
Download or read book Canadian Books in Print. Author and Title Index written by and published by University of Toronto Press. This book was released on 1975 with total page 1610 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by : Jason Jordan
Download or read book Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
Book Synopsis How to Develop Professional Selling Skills & Techniques Based on Common Sense & Ethics by : Anthony J. Danna
Download or read book How to Develop Professional Selling Skills & Techniques Based on Common Sense & Ethics written by Anthony J. Danna and published by Trafford Publishing. This book was released on 2005 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: The message I have for salespeople is based on the knowledge and experience I have acquired from over 45 years of real world selling, sales management, sales training and management of customer service/support centers. The knowledge and insights I want to pass along with my book have not been learned in sales training classes and seminars I have attended or books I have read. The finer selling and human relation techniques I have developed and presented in my book have been learned in the real world of selling. This book is intended to make salespeople aware of the advanced techniques of how to become a successful professional salesperson. These techniques will enable salespeople to attain a higher level of professionalism, confidence, enthusiasm and success when selling. They will be able to separate themselves as true professionals from the crowded field of other capable sales people in their lines of business. My objective is to pass along the knowledge and insights that I have acquired throughout my years of real world selling. This book identifies common selling mistakes and how to avoid them. This book will also reveal to you the many proven, successful selling techniques that I have learned and developed over the years. By learning, understanding and applying these finer techniques of selling, you will be able to further develop your existing selling talents, abilities and skills into your own personalized "art form" of selling! Another purpose of this book is to present guidelines on how to develop, practice and implement techniques for successful, professional selling based on common sense and ethics. Using a common sense approach towards selling will build upon the fact that becoming a successful salesperson involves maintaining a positive frame of mind. It has to do with how you think. It has to do with how you approach selling in your mind and place trust in your intuition. A successful salesperson's two most valuable assets are their mind and their time. Ethics is presented as a key approach. Ethics is such an important topic that I felt the need to instruct salespeople on how to professionally develop and earn their customer's confidence and trust based on ethical business practices. This book will present information and examples on how to develop professional selling skills based on ethical standards. These standards will relate directly to your moral character. The strength of you character will be based on your ability to develop and adhere to high moral standards and principles that will help to set you apart from other salespeople. This book is divided into two sections. The first section examines "Selling Essentials." In the second section, I focus on the "Secrets Of Selling" where I reveal my "120 Fundamental Secrets Of Professional Salespeople." The information, suggestions, techniques, strategies and insights in this book are candid, straightforward, realistic and in focus. They are presented in a condensed form so that they can be easily remembered, referred to and applied on a daily basis. The chapters are designed to be easily read, digested and implemented by the reader. The brevity of some chapters is intended to appeal to people seeking real world, practical, no-nonsense answers to making themselves better salespeople and, therefore, making their sales team more effective.
Book Synopsis The Sales Boss by : Jonathan Whistman
Download or read book The Sales Boss written by Jonathan Whistman and published by John Wiley & Sons. This book was released on 2016-07-18 with total page 277 pages. Available in PDF, EPUB and Kindle. Book excerpt: The step-by-step guide to a winning sales team The Sales Boss reveals the secrets to great sales management, and provides direct examples of how you can start being that manager today. The not-so-secret "secret" is that a winning sales team is made up of high performers—but many fail to realize that high performance must be collective. A single star cannot carry the entire team, and it's the sales manager's responsibility to build a team with the right balance of skills, strengths, and weaknesses. This book shows you how to find the exact people you need, bring them together, and empower them to achieve more than they ever thought possible. You'll learn what drives high performance, and how to avoid the things that disrupt it. You'll discover the missing pieces in your existing training, and learn how to invest in your team to win. You'll come away with more than a better understanding of great sales management—you'll have a concrete plan and an actionable list of steps to take starting right now. Your people are the drivers, but you're the operator. As a sales manager, it's up to you to give your team the skills and tools they need to achieve their potential and beyond. This book shows you how, and provides expert guidance for making it happen. Delve into the psychology behind peak performance Hire the right people at the right time for the right role Train your team to consistently outperform competitors Build and maintain the momentum of success to reach even higher Without sales, business doesn't happen. No mortgages paid, no college funds built, no retirement saved for, until the sales team brings in the revenue. If the sales team wins, the organization wins. Build your winning team with The Sales Boss, the real-world guide to great sales management.
Book Synopsis 7 Secrets to Successful Sales Management by : Jack D. Wilner
Download or read book 7 Secrets to Successful Sales Management written by Jack D. Wilner and published by CRC Press. This book was released on 1997-12-29 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"
Book Synopsis Contemporary Sales Force Management by : William Winston
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 324 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 force Contemporary 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.
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 2015-10-05 with total page 379 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.
Book Synopsis Salesmanship and Sales Management, Marketing Policies, Sales and Campaigns which Build Up Trade, Training Yourself to Sell, Developing and Managing a Sales Force by :
Download or read book Salesmanship and Sales Management, Marketing Policies, Sales and Campaigns which Build Up Trade, Training Yourself to Sell, Developing and Managing a Sales Force written by and published by . This book was released on 1914 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis From Selling to Managing by : Ronald Brown
Download or read book From Selling to Managing written by Ronald Brown and published by Amacom Books. This book was released on 1990 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: This revised edition of the classic that's been snatched up by nearly 25,000 novice sales managers offers new insights on changes in technology, distribution, and the complexion of the modern sales force. Includes practical examples.
Book Synopsis Inside Sales Management by : Mark Wilensky
Download or read book Inside Sales Management written by Mark Wilensky and published by 1st World Publishing. This book was released on 2006-10 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inside Sales Management is that rare business book which addresses the most challenging situations that managers encounter, often on a daily basis. Whether it's helping salespeople outgrow their fears and need for approval, eliminating excuse-making, pow
Download or read book Sales Management written by and published by . This book was released on 1914 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Secrets of Power Selling by : Kelley Robertson
Download or read book The Secrets of Power Selling written by Kelley Robertson and published by John Wiley and Sons. This book was released on 2010-02-18 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for The Secrets of Power Selling "Finally a book that really does Keep It Simple. The Secrets of Power Selling is for anyone just starting their sales career as well as for seasoned sales professionals who are always looking to improve their skills. This is the reference guide for what it takes to have a successful sales career. With the changes happening in the workforce, our ability to sell ourselves becomes more and more important; Kelley has given us a tool to give us that edge." —Deane Parkes, CEO, Preferred Nutrition "If you’re a business professional, The Secrets of Power Selling is a must read. The most powerful aspect of this book is that it distills over 17 years of successful sales and business experience into bite-sized chunks of powerful advice that you can read in short time frames. I give it my five-star rating." —David Frey, Author, The Small Business Marketing Bible "Wow! 101 no B.S. ideas any sales person can use immediately to produce results! Each one is a gem. I wish the people who sell for me did all these." —Michael Hepworth, President, Results Exchange Inc. It’s competitive out there and there’s a lot expected of you in terms of results. But sales calls can be stressful, closing sales is not always easy, and hitting your sales targets month after month is difficult and frustrating. You don’t get much formal training and it’s impossible to find the time to improve your sales skills yourself. Besides, where would you even begin? Start with The Secrets of Power Selling! Its 101 quick tips are packed with great stories and practical advice that you can immediately put into action to help improve your sales results. Tips range from A to Z (okay, A to W!) on topics such as planning, setting goals, maintaining your health, developing your confidence, using free offers effectively, the importance of your personal appearance, and much, much more. Whether you are new to selling, an experienced veteran, a business owner or entrepreneur, or a sales manager training, supervising, and coaching a team, you will learn valuable tips that will help you increase your sales and earn more money.
Book Synopsis The Sales Manager's Guide to Greatness by : Kevin F. Davis
Download or read book The Sales Manager's Guide to Greatness written by Kevin F. Davis and published by Greenleaf Book Group. This book was released on 2017-03-28 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: 2018 Axiom Business Book Award Winner, Silver Medal Straightforward advice for taking your sales team to the next level! If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset – true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer’s journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face – how to solve a sales performance problem that is caused by a rep’s lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts And much more… You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.
Book Synopsis You Can Always Sell More by : Jim Pancero
Download or read book You Can Always Sell More written by Jim Pancero and published by John Wiley & Sons. This book was released on 2006-04-20 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales manager's step-by-step guide to better team performance As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. Jim Pancero (Eden Prairie, MN) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students.
