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Author : David W. Rosenthal
Publisher :
ISBN 13 :
Total Pages : 58 pages
Book Rating : 4.:/5 (635 download)
Download or read book Total Quality Logistics: Sales Force Management written by David W. Rosenthal and published by . This book was released on 2007 with total page 58 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1135128367
Total Pages : 574 pages
Book Rating : 4.1/5 (351 download)
Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2013-05-02 with total page 574 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, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .
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 : 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 : 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 : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 100031751X
Total Pages : 666 pages
Book Rating : 4.0/5 (3 download)
Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2020-12-07 with total page 666 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. The authors have strengthened the focus on the use of technology in sales management, offered new discussions on innovative sales practices, and further highlighted sales and marketing integration. By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source. Pedagogical features include: Engaging breakout questions designed to spark lively discussion. Leadership Challenge assignments and Minicases at the end of every chapter 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. Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales. Role-Play exercises at the end of each chapter, designed to enable students to learn by doing. A comprehensive selection of updated and revised longer sales management case studies, in the book and on the companion website. This fully updated new edition offers a thorough and integrated overview of accumulated theory and research relevant to sales management, translated clearly into practical applications—a hallmark of Sales Force Management over the years. It is an invaluable resource for students of sales management at both undergraduate and postgraduate levels. The companion website features an instructor’s manual, PowerPoints, case studies, and other tools to provide additional support for students and instructors.
Author : Joel E. Ross
Publisher : Routledge
ISBN 13 : 1351407775
Total Pages : 576 pages
Book Rating : 4.3/5 (514 download)
Download or read book Total Quality Management written by Joel E. Ross and published by Routledge. This book was released on 2017-10-06 with total page 576 pages. Available in PDF, EPUB and Kindle. Book excerpt: Acclaimed and used in over 200 colleges and universities around the country, Total Quality Management: Text, Cases and Readings has been completely revised and expanded to meet the growing demands and awareness for quality products and services in the competing domestic and global marketplaces. Since the publication of the first and second editions of this book, interest in and acceptance of TQM has continued to accelerate around the world. This edition has been thoroughly revised, updated and expanded. Some of the changes are: A new chapter on the emerging Theory of Constraints Expanded treatment of Process Management Eleven new readings Ten new cases Chapter examples of TQM at 12 Baldrige winning organizations End of chapter recommendations for further reading Revised and updated textual material The Varifilm case is retained as a comprehensive study that illustrates good and not so good practices. Each chapter contains an exercise which provides the reader with an opportunity to apply TQM principles to the practices illustrated in each case. Based on sound principles, this practical book is an excellent text for organizational development programs aimed at practitioners responsible for developing and implementing TQM programs in their own service or manufacturing organizations.
Author : Gilbert A. Churchill
Publisher : Irwin Professional Publishing
ISBN 13 :
Total Pages : 872 pages
Book Rating : 4.:/5 (319 download)
Download or read book Sales Force Management written by Gilbert A. Churchill and published by Irwin Professional Publishing. This book was released on 1990 with total page 872 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Gilbert A. Churchill
Publisher : McGraw-Hill/Irwin
ISBN 13 :
Total Pages : 968 pages
Book Rating : 4.:/5 (31 download)
Download or read book Sales Force Management written by Gilbert A. Churchill and published by McGraw-Hill/Irwin. This book was released on 1993 with total page 968 pages. Available in PDF, EPUB and Kindle. Book excerpt: Includes general index
Author : Vincent K. Omachonu
Publisher : CRC Press
ISBN 13 :
Total Pages : 518 pages
Book Rating : 4./5 ( download)
Download or read book Principles of Total Quality written by Vincent K. Omachonu and published by CRC Press. This book was released on 2004-05-27 with total page 518 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this era of global competition, the demands of customers are growing, and the quest for quality has never been more urgent. Quality has evolved from a concept into a strategy for long-term viability. The third edition of Principles of Total Quality explains this strategy for both the service and manufacturing sectors. This edition addr
Author : Kenneth Rexton Davis
Publisher :
ISBN 13 :
Total Pages : 786 pages
Book Rating : 4.3/5 (512 download)
Download or read book Sales Force Management written by Kenneth Rexton Davis and published by . This book was released on 1968 with total page 786 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Andris A. Zoltners
Publisher : AMACOM/American Management Association
ISBN 13 : 9780814426166
Total Pages : 504 pages
Book Rating : 4.4/5 (261 download)
Download or read book The Complete Guide to Accelerating Sales Force Performance written by Andris A. Zoltners and published by AMACOM/American Management Association. This book was released on 2001 with total page 504 pages. Available in PDF, EPUB and Kindle. Book excerpt: To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.
Author : Joe L. Welch
Publisher : Thomson South-Western
ISBN 13 :
Total Pages : 412 pages
Book Rating : 4.0/5 ( download)
Download or read book Sales Force Management written by Joe L. Welch and published by Thomson South-Western. This book was released on 1983 with total page 412 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Kenneth E. Clow
Publisher : SAGE Publications
ISBN 13 : 1483342956
Total Pages : 719 pages
Book Rating : 4.4/5 (833 download)
Download or read book Marketing Management written by Kenneth E. Clow and published by SAGE Publications. This book was released on 2009-10-22 with total page 719 pages. Available in PDF, EPUB and Kindle. Book excerpt: This concise new text covers all the traditional topics of the course, and also contemporary subjects such as data warehousing, Web site management, and CRM — all areas of work that students will encounter in their future marketing careers. Unique to this text is its customer orientation, reflected in its content, but also in the way that the authors organize the material through the sequence of customer acquisition, interactions, and retention. Each chapter includes topical mini-cases such as the launch of the iPhone, e-Harmony.com, and Southwest Airlines. In addition, there are eight full cases in the back of the book, together with a helpful student guide to analyzing a case.
Author : William J. Stanton
Publisher : McGraw-Hill/Irwin
ISBN 13 :
Total Pages : 810 pages
Book Rating : 4.:/5 (319 download)
Download or read book Management of the Sales Force written by William J. Stanton and published by McGraw-Hill/Irwin. This book was released on 1974 with total page 810 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : William Stanton
Publisher : McGraw-Hill Europe
ISBN 13 : 9780074704875
Total Pages : 552 pages
Book Rating : 4.7/5 (48 download)
Download or read book Management of a Sales Force written by William Stanton and published by McGraw-Hill Europe. This book was released on 1998 with total page 552 pages. Available in PDF, EPUB and Kindle. Book excerpt: Takes a practical hands-on and how to do it approach to sales management. Concepts are clearly explained and complex sales management material has been presented in an accessible style to assist student understanding. This text is the ideal learning tool for both vocational and university courses with a practical focus.
Author : William J. Stanton
Publisher : McGraw-Hill/Irwin
ISBN 13 :
Total Pages : 664 pages
Book Rating : 4.0/5 ( download)
Download or read book Management of a Sales Force written by William J. Stanton and published by McGraw-Hill/Irwin. This book was released on 1999 with total page 664 pages. Available in PDF, EPUB and Kindle. Book excerpt: Readers who want a practical, real-world approach to sales force management that intentionally avoids models and theoretical detail will find what they're looking for here. With strong coverage of the human factors in sales management, such as motivation, staffing, and leadership, as well as 42 case studies that features situations faced by real-life sales managers, this book's innovation advice is ideal for current and future sales managers alike.
