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Sales Management

Author : John B Ford
Publisher : Routledge
ISBN 13 : 1134420102
Total Pages : 340 pages
Book Rating : 4.1/5 (344 download)

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Book Synopsis Sales Management by : John B Ford

Download or read book Sales Management written by John B Ford and published by Routledge. This book was released on 2003-12-08 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt: As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include: * cross-cultural negotiations * hiring, training, motivating and evaluating the international sales force * Customer Relationship Management (CRM) * sales territory design and management. Included in the book are ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders. The experienced international authors have brought together the most up-to-date information on the global marketplace - a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.

Sales Management

Author : Douglas J. Dalrymple
Publisher : Wiley
ISBN 13 : 9780471088738
Total Pages : 0 pages
Book Rating : 4.0/5 (887 download)

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Book Synopsis Sales Management by : Douglas J. Dalrymple

Download or read book Sales Management written by Douglas J. Dalrymple and published by Wiley. This book was released on 1995-07-10 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Uses a comprehensive, up-to-date and practical approach to sales management. Each chapter begins with a narrative about an individual firm. Boxes highlight recent developments, topical issues and unique sales strategies. Special attention is paid to current topics on managing strategic account relationships, team development, work force diversity, Total Quality Management and ethical issues. This edition features 21 new cases, increasing the total number of cases to 49. Cases appear at the end of each chapter. Thoroughly updated tables, figures and references.

Sales Management Control Strategies in Banking

Author : Florian Mueller
Publisher : Springer Science & Business Media
ISBN 13 : 3834962090
Total Pages : 414 pages
Book Rating : 4.8/5 (349 download)

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Book Synopsis Sales Management Control Strategies in Banking by : Florian Mueller

Download or read book Sales Management Control Strategies in Banking written by Florian Mueller and published by Springer Science & Business Media. This book was released on 2011-02-07 with total page 414 pages. Available in PDF, EPUB and Kindle. Book excerpt: Florian Mueller empirically investigates how retail, private, and corporate banking institutions need to set up their sales management control strategy in accordance to their specific environment, business strategy, and organizational characteristics in order to increase performance.

Sales Management

Author : Douglas J. Dalrymple
Publisher : Wiley
ISBN 13 : 9780471451716
Total Pages : 0 pages
Book Rating : 4.4/5 (517 download)

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Book Synopsis Sales Management by : Douglas J. Dalrymple

Download or read book Sales Management written by Douglas J. Dalrymple and published by Wiley. This book was released on 2004 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Through seven editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. This book places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.

Sales Management

Author :
Publisher :
ISBN 13 :
Total Pages : 912 pages
Book Rating : 4.3/5 (512 download)

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Book Synopsis Sales Management by :

Download or read book Sales Management written by and published by . This book was released on 1967-10 with total page 912 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Sales Management

Author : Thomas N. Ingram
Publisher : M.E. Sharpe
ISBN 13 : 0765628708
Total Pages : 426 pages
Book Rating : 4.7/5 (656 download)

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Book Synopsis Sales Management by : Thomas N. Ingram

Download or read book Sales Management written by Thomas N. Ingram and published by M.E. Sharpe. This book was released on 2021 with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Bank Sales Management

Author : Mahlon D. Miller
Publisher :
ISBN 13 :
Total Pages : 328 pages
Book Rating : 4.:/5 (89 download)

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Book Synopsis Bank Sales Management by : Mahlon D. Miller

Download or read book Bank Sales Management written by Mahlon D. Miller and published by . This book was released on 1929 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Bankers who Sell

Author : Leonard L. Berry
Publisher : Irwin Professional Publishing
ISBN 13 :
Total Pages : 188 pages
Book Rating : 4.:/5 (44 download)

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Book Synopsis Bankers who Sell by : Leonard L. Berry

Download or read book Bankers who Sell written by Leonard L. Berry and published by Irwin Professional Publishing. This book was released on 1985 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume shows bank executives how to turn program into a powerful marketing force. It includes valuable suggestions from bank salespeople, middle managers, and top-ranking executives.

Customer Relationship Management in Banking Sector

Author : Nils Merkel
Publisher : GRIN Verlag
ISBN 13 : 363852499X
Total Pages : 25 pages
Book Rating : 4.6/5 (385 download)

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Book Synopsis Customer Relationship Management in Banking Sector by : Nils Merkel

Download or read book Customer Relationship Management in Banking Sector written by Nils Merkel and published by GRIN Verlag. This book was released on 2006-07-21 with total page 25 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2005 in the subject Business economics - Customer Relationship Management, CRM, grade: 1,3, Dongbei University of Finance and Economics (Dalian/China), course: Sales Management, language: English, abstract: According to the changing of the general conditions the German banks are forced to break new ground in order to assert their position: The market became much more lucent for customer because of new media. The consequences are an increasing pressure of competition and demanding cus-tomer. Therefore a binding and long-term customer relationship seems to be neces-sary for many banks to react to the changed conditions and to guarantee the continu-ity. A majority of German credit institutions tried to implement concepts of Customer Relationship Management (CRM). In some cases the afford - to turn the customer re-lationship into the road to success - were unsatisfying and unsuccessful. In this paper I want to show, how CRM works, how CRM can be implemented in banks and what problems can result from the implementation. In the first chapter I describe the current situation of German banks. After a brief overview about CRM in general we analyze the previous attempts of CRM implemen-tation. Two examples - Dresdner Bank and Deutsche Leasing, a member of the "Sparkassen - Finanzgruppe" - follow. At the end I identify the problems of the im-plementation of CRM at the banks.

Building a Selling Culture

Author : Thomas William Thompson
Publisher :
ISBN 13 :
Total Pages : 112 pages
Book Rating : 4.3/5 (512 download)

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Book Synopsis Building a Selling Culture by : Thomas William Thompson

Download or read book Building a Selling Culture written by Thomas William Thompson and published by . This book was released on 1987 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt:

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.

Advanced Sales Management Handbook and Cases

Author : Linda M Orr
Publisher : Routledge
ISBN 13 : 1136647007
Total Pages : 286 pages
Book Rating : 4.1/5 (366 download)

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Book Synopsis Advanced Sales Management Handbook and Cases by : Linda M Orr

Download or read book Advanced Sales Management Handbook and Cases written by Linda M Orr and published by Routledge. This book was released on 2012-04-23 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Advanced Sales Management Handbook and Cases: Analytical, Applied, and Relevant will fill the need in the market for a solid case work, role play, and activity book. It has been written by sales teaching professionals and sales executives. The life experiences of professionals with varied experiences will provide students with a solid foundation for learning. This will give college professors from around the world a better opportunity to ensure quality of learning. The book is intended to be supplemental to any other sales management text on the market, but could be used alone in an advanced sales management or marketing analytics course in which the students already have the base theoretical knowledge. The various cases, role plays, and experiential exercises in this book will follow the same topical structure of other sales management texts so that any sales management instructor can readily adopt this supplemental book. For many of the cases, actual data has been given so that students are required to use and understand analytical software.

The New Science of Selling and Persuasion

Author : William T. Brooks
Publisher : John Wiley & Sons
ISBN 13 : 0471656569
Total Pages : 256 pages
Book Rating : 4.4/5 (716 download)

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Book Synopsis The New Science of Selling and Persuasion by : William T. Brooks

Download or read book The New Science of Selling and Persuasion written by William T. Brooks and published by John Wiley & Sons. This book was released on 2004-05-12 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell. William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.

Bank Marketing

Author :
Publisher :
ISBN 13 :
Total Pages : 424 pages
Book Rating : 4.3/5 (512 download)

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Book Synopsis Bank Marketing by :

Download or read book Bank Marketing written by and published by . This book was released on 1988 with total page 424 pages. Available in PDF, EPUB and Kindle. Book excerpt:

IdeaBridge Bank Sales Management Training Program

Author : John Callos
Publisher :
ISBN 13 : 9781500224929
Total Pages : 164 pages
Book Rating : 4.2/5 (249 download)

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Book Synopsis IdeaBridge Bank Sales Management Training Program by : John Callos

Download or read book IdeaBridge Bank Sales Management Training Program written by John Callos and published by . This book was released on 2014-06-16 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bank Sales Management Training:Any banker with a unit production goal is actually a Sales Manager! We offer a proven system and training that gets bankers comfortable and effective in their role as Sales Managers.

Business Development for Commercial Banks

Author : Gould Robert Kardashian
Publisher :
ISBN 13 :
Total Pages : 72 pages
Book Rating : 4.:/5 (31 download)

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Book Synopsis Business Development for Commercial Banks by : Gould Robert Kardashian

Download or read book Business Development for Commercial Banks written by Gould Robert Kardashian and published by . This book was released on 1952 with total page 72 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Present Status and Changing Role of the Bank Marketing Function

Author : First Research Corporation
Publisher :
ISBN 13 :
Total Pages : 26 pages
Book Rating : 4.:/5 (31 download)

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Book Synopsis The Present Status and Changing Role of the Bank Marketing Function by : First Research Corporation

Download or read book The Present Status and Changing Role of the Bank Marketing Function written by First Research Corporation and published by . This book was released on 1960 with total page 26 pages. Available in PDF, EPUB and Kindle. Book excerpt: