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Author : Risto Tainio
Publisher :
ISBN 13 :
Total Pages : 66 pages
Book Rating : 4.:/5 (31 download)
Download or read book An Empirical Evaluation of Sales Training Effectiveness written by Risto Tainio and published by . This book was released on 1979 with total page 66 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Thomas N. Ingram
Publisher : Routledge
ISBN 13 : 1000651940
Total Pages : 575 pages
Book Rating : 4.0/5 (6 download)
Download or read book Sales Management written by Thomas N. Ingram and published by Routledge. This book was released on 2019-10-16 with total page 575 pages. Available in PDF, EPUB and Kindle. Book excerpt: This tenth edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations. The authors teach sales management courses, and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different customer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes coverage of the current trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices; Revised end-of-chapter cases; Revised ethical dilemma boxes; All new chapter opening vignettes about well-known companies that illustrate key topics from that chapter; and New or updated comments from sales managers in "Sales Management in the 21st Century" boxes. An online instructor's manual with test questions and PowerPoints is available to adopters.
Author : Yoshiki Shimomura
Publisher : Springer Science & Business Media
ISBN 13 : 3642328474
Total Pages : 539 pages
Book Rating : 4.6/5 (423 download)
Download or read book The Philosopher's Stone for Sustainability written by Yoshiki Shimomura and published by Springer Science & Business Media. This book was released on 2012-09-26 with total page 539 pages. Available in PDF, EPUB and Kindle. Book excerpt: Industrial Product-Service Systems (IPS2), which is defined as “an integrated industrial product and service offering that delivers value in use,” has expanded rapidly over the last decade. IPS2 has allowed us to achieve both high added value and high productivity and has enriched our QOL by improving the performance of products and services. We are now struggling with many awkward issues related to sustainability, but IPS2 is expected to be the “philosopher’s stone” for solving these issues. Following the pattern of conferences held in Cranfield in 2009, Linköping in 2010, and Braunschweig in 2011, the fourth International CIRP Conference on Industrial Product-Service Systems, held on November 8-9, 2012, in Tokyo, will cover various aspects of IPS2. Topics planned for this year’s conference reflect the latest IPS2 information in both the natural sciences and humanities and include case studies from various industries. IPS2 is still a relatively new field, so it is important to keep track of the entire context in order to promote more cross-sectional cooperation between multimodal fields and disciplines. The fourth International CIRP Conference on Industrial Product-Service Systems will serve as a vital platform for such collaborations and the discussion of new scientific ideas.
Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1317360834
Total Pages : 436 pages
Book Rating : 4.3/5 (173 download)
Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2016-02-19 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Author : Gregory Rich
Publisher : SAGE Publications
ISBN 13 : 1071932055
Total Pages : 359 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 2024-09-25 with total page 359 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Sales Force Management is a comprehensive guide to leading sales teams in today′s dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.
Author : United States. Office of Personnel Management. Library
Publisher :
ISBN 13 :
Total Pages : 676 pages
Book Rating : 4.3/5 (129 download)
Download or read book Personnel Literature written by United States. Office of Personnel Management. Library and published by . This book was released on 1980 with total page 676 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Anthony Crandell Hamblin
Publisher : London ; New York [etc.] : McGraw-Hill
ISBN 13 :
Total Pages : 226 pages
Book Rating : 4.:/5 (321 download)
Download or read book Evaluation and Control of Training written by Anthony Crandell Hamblin and published by London ; New York [etc.] : McGraw-Hill. This book was released on 1974 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Monograph on the evaluation and control of training, with particular reference to the evaluation techniques used in the context of in plant training - analyses the implications of various strategies, etc., concentrates on the problems of the training officer or specialist, and argues that learning should be evaluated in terms of pre-defined objectives, which should be communicated to the trainee. Diagrams and references.
Author : Gregory Rich
Publisher : SAGE Publications
ISBN 13 : 1071932071
Total Pages : 489 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 2024-09-25 with total page 489 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Sales Force Management is a comprehensive guide to leading sales teams in today′s dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.
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 :
Publisher :
ISBN 13 :
Total Pages : 1162 pages
Book Rating : 4.0/5 ( download)
Download or read book Employment Relations Abstracts written by and published by . This book was released on 1971 with total page 1162 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 0415534615
Total Pages : 575 pages
Book Rating : 4.4/5 (155 download)
Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2013 with total page 575 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 : Robert L. King
Publisher : Springer
ISBN 13 : 331917049X
Total Pages : 407 pages
Book Rating : 4.3/5 (191 download)
Download or read book Proceedings of the 1991 Academy of Marketing Science (AMS) Annual Conference written by Robert L. King and published by Springer. This book was released on 2015-04-27 with total page 407 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume includes the full proceedings from the 1991 Academy of Marketing Science (AMS) Annual Conference held in Fort Lauderdale, Florida. The research and presentations offered in this volume cover many aspects of marketing science including marketing strategy, consumer behavior, international marketing, services marketing, marketing education, among others. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
Author : Santos, José Duarte
Publisher : IGI Global
ISBN 13 : 1668434326
Total Pages : 392 pages
Book Rating : 4.6/5 (684 download)
Download or read book Sales Management for Improved Organizational Competitiveness and Performance written by Santos, José Duarte and published by IGI Global. This book was released on 2022-05-27 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: With the recent digital developments within marketing, the alignment between sales and marketing has become increasingly important as it has the potential to improve sales, customer relations, and customer satisfaction. The evolution of technology has also been promoting changes in the sales process, which provides new opportunities and challenges for enterprises at various levels. Sales Management for Improved Organizational Competitiveness and Performance highlights the influences of management, marketing, and technology on sales and presents trends in sales, namely the digital transformation that is taking place in organizations. The book also considers innovative concepts, techniques, and tools in the sales area. Covering a wide range of topics such as digital transformation, sales communication, and social media marketing, this reference work is ideal for managers, marketers, researchers, scholars, practitioners, academicians, instructors, and students.
Author :
Publisher :
ISBN 13 :
Total Pages : 898 pages
Book Rating : 4.F/5 ( download)
Download or read book Research Report written by and published by . This book was released on 1991 with total page 898 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Eugene Higgins Professor of Psychology Susan T Fiske
Publisher : Annual Reviews
ISBN 13 : 9780824302528
Total Pages : 834 pages
Book Rating : 4.3/5 (25 download)
Download or read book Annual Review of Psychology written by Eugene Higgins Professor of Psychology Susan T Fiske and published by Annual Reviews. This book was released on 2001-02 with total page 834 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Masaaki Kotabe
Publisher : SAGE
ISBN 13 : 1446206734
Total Pages : 569 pages
Book Rating : 4.4/5 (462 download)
Download or read book The SAGE Handbook of International Marketing written by Masaaki Kotabe and published by SAGE. This book was released on 2009-01-05 with total page 569 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over the past two decades; the nature of international marketing has faced huge change. Increasingly challenged with the unprecedented emergence of globally integrated, yet geographically scattered activities multinational marketing has had to respond accordingly. The SAGE Handbook of International Marketing brings together the fundamental questions and themes that have surfaced and promises to be an essential addition to the study of this critical subject area. In an internationally minded and detailed analysis, the contributors seek to examine the state of the art in research in international marketing, with particular emphasis on the conceptual framework and theory development in the field. Looking at new research, formative and fundamental literature and the nature of strategic alliance and global strategy, this timely and comprehensive handbook offers the reader a compelling examination of the central concerns of marketing for an international community.
Author : National Research Council
Publisher : National Academies Press
ISBN 13 : 0309316855
Total Pages : 255 pages
Book Rating : 4.3/5 (93 download)
Download or read book Enhancing the Effectiveness of Team Science written by National Research Council and published by National Academies Press. This book was released on 2015-07-15 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: The past half-century has witnessed a dramatic increase in the scale and complexity of scientific research. The growing scale of science has been accompanied by a shift toward collaborative research, referred to as "team science." Scientific research is increasingly conducted by small teams and larger groups rather than individual investigators, but the challenges of collaboration can slow these teams' progress in achieving their scientific goals. How does a team-based approach work, and how can universities and research institutions support teams? Enhancing the Effectiveness of Team Science synthesizes and integrates the available research to provide guidance on assembling the science team; leadership, education and professional development for science teams and groups. It also examines institutional and organizational structures and policies to support science teams and identifies areas where further research is needed to help science teams and groups achieve their scientific and translational goals. This report offers major public policy recommendations for science research agencies and policymakers, as well as recommendations for individual scientists, disciplinary associations, and research universities. Enhancing the Effectiveness of Team Science will be of interest to university research administrators, team science leaders, science faculty, and graduate and postdoctoral students.
