The Zero Turnover Sales Force

Download The Zero Turnover Sales Force full books in PDF, epub, and Kindle. Read online The Zero Turnover Sales Force ebook anywhere anytime directly on your device. Fast Download speed and no annoying ads. We cannot guarantee that every ebooks is available!

The Zero-Turnover Sales Force

Author : Doug MCLEOD
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 081441561X
Total Pages : 258 pages
Book Rating : 4.8/5 (144 download)

DOWNLOAD NOW!

Book Synopsis The Zero-Turnover Sales Force by : Doug MCLEOD

Download or read book The Zero-Turnover Sales Force written by Doug MCLEOD and published by AMACOM Div American Mgmt Assn. This book was released on 2010-03-26 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: There’s no question about it...Sales force turnover can be disastrous to the financial health of an organization, whatever its size, whatever its products or services. With a salesperson’s exit often costing at least 150% of that employee’s annual compensation, a high rate of turnover can translate into millions of dollars lost each year. The Zero-Turnover Sales Force exposes the outdated Old School management practices that perpetuate this costly but avoidable problem. This eye-opening book examines the real reasons for high turnover, explains how it can be avoided, and gives readers specific strategies for maximizing the effectiveness of their sales force. The book demonstrates how to combat “the 12 Assassins of Sales Force Stability,” such as cold calling, straight commission sales compensation, weak recruiting, unfocused training, fuzzy goals, and unrealistic expectations. Sparkling with fresh thinking on hiring smarter, appreciating the values of younger salespeople, retaining top sellers, eliminating wasteful cold calling, and conducting sales meetings that work, The Zero-Turnover Sales Force is a powerful must-read for any corporate executive, sales manager, or salesperson who aspires to management.

Leading the Sales Force

Author : René Y. Darmon
Publisher : Cambridge University Press
ISBN 13 : 0521848342
Total Pages : 334 pages
Book Rating : 4.5/5 (218 download)

DOWNLOAD NOW!

Book Synopsis Leading the Sales Force by : René Y. Darmon

Download or read book Leading the Sales Force written by René Y. Darmon and published by Cambridge University Press. This book was released on 2007 with total page 334 pages. Available in PDF, EPUB and Kindle. Book excerpt: A guide for sales managers, presenting an integrative vision of the complex sales force system.

Effective Human Resource Management in the Sales Force

Author : Rene Y. Darmon
Publisher : Praeger
ISBN 13 :
Total Pages : 344 pages
Book Rating : 4.3/5 (512 download)

DOWNLOAD NOW!

Book Synopsis Effective Human Resource Management in the Sales Force by : Rene Y. Darmon

Download or read book Effective Human Resource Management in the Sales Force written by Rene Y. Darmon and published by Praeger. This book was released on 1992-10-23 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: This non-conventional book provides a human resource perspective to sales force management. It describes sales forces as complex systems of human interactions and shows how a decision in one area is likely to have direct, but also more or less desirable and lasting effects, on other aspects of the sales force. Managing human resources is no simple task, and in a sales force context, the difficulty is compounded by the fact that managers often have limited control and knowledge of what salespeople do once in the field. The book addresses most sales force human resource decisions by contrasting prevalent industry practices with relevant research findings that could bear on sales force management and by showing how a simple managerially oriented tool can capture much of the sales force system's complexity. Special attention is devoted to such questions as how to identify top sales producers; how to generate candidates from the best sources of salespeople; how to select and hire the best sales producers; how to enhance and maintain sales effectiveness over time; how to set up effective compensation and sales quota plans; and how to manage sales force turnover. This book will help sales managers and supervisors to take a more integrated view to sales management. It can also help salespeople to be more effective in their tasks and to prepare them for a career in management.

Sales Force Design For Strategic Advantage

Author : A. Zoltners
Publisher : Springer
ISBN 13 : 0230514928
Total Pages : 401 pages
Book Rating : 4.2/5 (35 download)

DOWNLOAD NOW!

Book Synopsis Sales Force Design For Strategic Advantage by : A. Zoltners

Download or read book Sales Force Design For Strategic Advantage written by A. Zoltners and published by Springer. This book was released on 2004-06-25 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

Sales Force Management

Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1317359992
Total Pages : 495 pages
Book Rating : 4.3/5 (173 download)

DOWNLOAD NOW!

Book Synopsis Sales Force Management by : Mark W. Johnston

Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2016-04-14 with total page 495 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, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases 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 New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Sales Management

Author : C.L. Tyagi
Publisher : Atlantic Publishers & Dist
ISBN 13 : 9788126903115
Total Pages : 440 pages
Book Rating : 4.9/5 (31 download)

DOWNLOAD NOW!

Book Synopsis Sales Management by : C.L. Tyagi

Download or read book Sales Management written by C.L. Tyagi and published by Atlantic Publishers & Dist. This book was released on 2004 with total page 440 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Textbook Is Primarily Written For Students Pursuing Sales Management As A Main Or As An Optional Paper In Marketing Course. The Book Covers Syllabus Of B.B.A., M.B.A. And P.G.D.B.M. Marketing Executives And Advertising Managers Can Also Appraise Themselves Of The Subject.The Book Has Been Written In An Easy Language And A Lucid Style. Latest Models And Theories Are Very Well Explained With Practical Examples. Questions Set In The Universities Are Given At The End Of Each Chapter. Even Professionals In Marketing, Sales, Finance And Production/Purchasing Would Find This Easy-To-Understand Book Valuable.The Main Topics Covered In The Book Include :Introduction; Salesmanship And Themes Of Selling; Sales Promotion; Marketing Management; Physical Distribution; Salesmen-Recruitment; Personal Selling; Wholesaling; Retailing; Cooperative Selling; The Sales Organisation; Marketing Strategy In Personal-Selling; Sales And Other Departments; The Sales Manager; The Sales Force Management; Training In Sales; Remuneration Of Sales Personnel; Motivation By Sales Management; Sales Field, Territories, Quotas And Salesman S Report; Marketing Policies; Market Measurement, Sales Forecasting And Sales Budget; Psychology Of Sales; Techniques Of Selling; Sales Talks; Sales Records.

High-Impact Sales Force Automation

Author : Glen Petersen
Publisher : CRC Press
ISBN 13 : 1000893820
Total Pages : 296 pages
Book Rating : 4.0/5 (8 download)

DOWNLOAD NOW!

Book Synopsis High-Impact Sales Force Automation by : Glen Petersen

Download or read book High-Impact Sales Force Automation written by Glen Petersen and published by CRC Press. This book was released on 2023-08-11 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: What exactly is sales force automation? The idea is simple - using technology to maximize sale productivity, minimize cost and enhance customer service. This "ultimate competitive weapon" can streamline the sales process, target the right customers and dramatically eliminate downtime and waste. High-Impact Sales Force Automation is a hands-on guide to implementing the latest computer technology in sales and marketing departments. The author's unique background in both business and science provides a practical, yet in-depth perspective on sales force automation. And all with a sharp focus on the backbone of any business: the customer. This book is an excellent reference for corporate managers, sales professionals, organizational planners, marketing consultants and anyone interested in improving sales, customer service and quality control. Real-life business models and concrete examples make applying these concepts to any organization as simple as clicking on a mouse.

Printers' Ink; the ... Magazine of Advertising, Management and Sales

Author :
Publisher :
ISBN 13 :
Total Pages : 2444 pages
Book Rating : 4.0/5 ( download)

DOWNLOAD NOW!

Book Synopsis Printers' Ink; the ... Magazine of Advertising, Management and Sales by :

Download or read book Printers' Ink; the ... Magazine of Advertising, Management and Sales written by and published by . This book was released on 1922 with total page 2444 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Sales Management. Simplified.

Author : Mike Weinberg
Publisher : AMACOM
ISBN 13 : 0814436447
Total Pages : 243 pages
Book Rating : 4.8/5 (144 download)

DOWNLOAD NOW!

Book Synopsis Sales Management. Simplified. by : Mike Weinberg

Download or read book Sales Management. Simplified. written by Mike Weinberg and published by AMACOM. This book was released on 2015-10-21 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!

Computerworld

Author :
Publisher :
ISBN 13 :
Total Pages : 180 pages
Book Rating : 4./5 ( download)

DOWNLOAD NOW!

Book Synopsis Computerworld by :

Download or read book Computerworld written by and published by . This book was released on 1988-05-09 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.

Sales Force Management

Author : Gregory Rich
Publisher : SAGE Publications
ISBN 13 : 1071927620
Total Pages : 501 pages
Book Rating : 4.0/5 (719 download)

DOWNLOAD NOW!

Book Synopsis Sales Force Management by : Gregory Rich

Download or read book Sales Force Management written by Gregory Rich and published by SAGE Publications. This book was released on 2023-12-13 with total page 501 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.

Sales Management by Dr. F. C. Sharma (eBook)

Author : Dr. F. C. Sharma
Publisher : SBPD Publications
ISBN 13 : 935167021X
Total Pages : 255 pages
Book Rating : 4.3/5 (516 download)

DOWNLOAD NOW!

Book Synopsis Sales Management by Dr. F. C. Sharma (eBook) by : Dr. F. C. Sharma

Download or read book Sales Management by Dr. F. C. Sharma (eBook) written by Dr. F. C. Sharma and published by SBPD Publications. This book was released on 2020-12-12 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: An excellent book for commerce students appearing in competitive, professional and other examinations. 1. Nature and Scope of Sales Management, 2. Salesmen or Sales Executives (Functions, Roles and Types), 3 . Sales Organisation, 4. Salesmanship, 5. Personal Selling, 6. Prospecting, Approaching, Demonstrating and Displaying, 7. Distribution Channels, 8. Marketing Middlemen, 9. Physical Distribution, 10. Recruitment of Sales Force, 11. Selection of Sales Force, 12. Sales Force Training, 13. Sales Force Compensation (Remunerating the Sales Persons), 14. Controlling Salespeople, 15. Sales Budget, 16. Sales Quotas, 17. Sales Territories.

Sales Management- SBPD Publications

Author : Dr. F. C. Sharma
Publisher : SBPD Publications
ISBN 13 :
Total Pages : 254 pages
Book Rating : 4./5 ( download)

DOWNLOAD NOW!

Book Synopsis Sales Management- SBPD Publications by : Dr. F. C. Sharma

Download or read book Sales Management- SBPD Publications written by Dr. F. C. Sharma and published by SBPD Publications. This book was released on 2021-12-22 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: 1. Nature and Scope of Sales Management, 2. Salesmen or Sales Executives (Functions, Roles and Types), 3 . Sales Organisation, 4. Salesmanship, 5. Personal Selling, 6. Prospecting, Approaching, Demonstrating and Displaying, 7. Distribution Channels, 8. Marketing Middlemen, 9. Physical Distribution, 10. Recruitment of Sales Force, 11. Selection of Sales Force, 12. Sales Force Training, 13. Sales Force Compensation (Remunerating the Sales Persons), 14. Controlling Salespeople, 15. Sales Budget, 16. Sales Quotas, 17. Sales Territories.

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)

DOWNLOAD NOW!

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.

The Selection and Training of Salesmen

Author : Herbert Glenn Kenagy
Publisher :
ISBN 13 :
Total Pages : 410 pages
Book Rating : 4.:/5 (1 download)

DOWNLOAD NOW!

Book Synopsis The Selection and Training of Salesmen by : Herbert Glenn Kenagy

Download or read book The Selection and Training of Salesmen written by Herbert Glenn Kenagy and published by . This book was released on 1925 with total page 410 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Printers' Ink

Author :
Publisher :
ISBN 13 :
Total Pages : 1298 pages
Book Rating : 4.3/5 (243 download)

DOWNLOAD NOW!

Book Synopsis Printers' Ink by :

Download or read book Printers' Ink written by and published by . This book was released on 1923 with total page 1298 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Luxury Sales Force Management

Author : M. Merk
Publisher : Springer
ISBN 13 : 1137347449
Total Pages : 220 pages
Book Rating : 4.1/5 (373 download)

DOWNLOAD NOW!

Book Synopsis Luxury Sales Force Management by : M. Merk

Download or read book Luxury Sales Force Management written by M. Merk and published by Springer. This book was released on 2014-02-24 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales team can often make or break the success of new brands or products. This comprehensive guide provides strategies, models and checklists to help managers and directors strengthen the relationships of their firm's sales force with their own or other brands, maximizing turnover and profit in the long run.