Advanced Sales Management Handbook And Cases
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Advanced Sales Management Handbook And Cases
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Author : Linda M Orr
language : en
Publisher: Routledge
Release Date : 2012-04-23
Advanced Sales Management Handbook And Cases written by Linda M Orr and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-04-23 with Business & Economics categories.
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.
Advanced Sales Management Handbook And Cases
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Author : Linda M Orr
language : en
Publisher: Routledge
Release Date : 2012-04-23
Advanced Sales Management Handbook And Cases written by Linda M Orr and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-04-23 with Business & Economics categories.
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.
Sales Management
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Author : Thomas N. Ingram
language : en
Publisher: M.E. Sharpe
Release Date : 2012-01-31
Sales Management written by Thomas N. Ingram and has been published by M.E. Sharpe this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-01-31 with Business & Economics categories.
Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life best practices of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and equips them with the skills needed for the 21st century. Updates for this edition include: --New Opening Vignettes provide recent examples of leading sales organizations. --New Sales Management in the 21st Century boxes include new sales executives and personal comments. --New Ethical Dilemma boxes give students the opportunity to address important ethical issues, many as role-play exercises. --New and revised chapter cases with related sales management role-playing activities. --New and revised techniques in the Developing Sales Management Knowledge and Developing Sales Management Skills activities. --New or expanded coverage of social networking in recruiting and selecting; virtual sales training; promoting ethical behavior in sales organizations; compensation of sales managers; and how to optimize the use of sales contests. An instructor's manual with learning objectives, a test bank, PowerPoint presentation materials, and more is available online to adopters.
Sales Management
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Author : Douglas J. Dalrymple
language : en
Publisher:
Release Date : 1995
Sales Management written by Douglas J. Dalrymple and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995 with Business & Economics categories.
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
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Author :
language : en
Publisher:
Release Date : 1967-04
Sales Management written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1967-04 with Sales management categories.
Advanced Marketing Management
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Author : Nikolaos Dimitriadis
language : en
Publisher:
Release Date : 2018
Advanced Marketing Management written by Nikolaos Dimitriadis and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with BUSINESS & ECONOMICS categories.
Prepare yourself for the new world of marketing with this richly in-depth textbook on marketing management.
When To Hire Or Not Hire A Consultant
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Author : Linda M. Orr
language : en
Publisher: Apress
Release Date : 2014-03-01
When To Hire Or Not Hire A Consultant written by Linda M. Orr and has been published by Apress this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-01 with Business & Economics categories.
When to Hire—or Not Hire—a Consultant:Getting Your Money's Worth from Consulting Relationships is a hands-on, practical guide for anyone thinking about hiring a consultant to set strategy, solve problems, increase profits or revenue, develop new products, open new markets, or improve efficiency. Consulting is one of the fastest growing professions in the United States. According to the U.S. government, there were 719,000 consultants in the U.S. in 2010, and you can expect an additional 274,000 by 2020. Cloaked in “expert” status, consultants might seem to be the answer to many business problems. You call someone in to solve a particular problem or develop new markets, then send them away once the job is done—while reaping the benefits of their expertise. Consultants sometimes do work miracles, but once in a while they wreck a healthy business. And far too often, the benefits gained by calling in consultants disappear far too soon after they leave. Yet as return on investment (ROI) and accountability for results become bigger and bigger issues, business professionals in search of answers to performance or strategy challenges are turning more and more to outside guidance for help. Indeed, few businesses do not use some kind of consultant at some point in their existence. But how can you leverage the skills consultants can bring to the table without adding undue risk to your operations? How can you effectively manage the consultant relationship to get the greatest benefit for the least cost? What metrics can support your decision to hire—or not hire—a consultant? When should you use home-grown talent to solve problems instead? That’s what this book is all about. While there are a multitude of books on how to be a consultant, this is the first to help an executive determine when to hire one. You will learn strategies to decide when a consultant is needed and how to support that decision with hard evidence, how to select the right consultant, how to set clear expectations, and how to know when a consultant is either a valuable resource or a hindrance to the company’s success. The authors of this book bring together two opposing perspectives. Linda Orr has served as a consultant in many companies and situations, while Dave Orr has hired consultants many times. Together, they can help you make the most strategically and financially sound business decisions. This books shows you how to: Work through ROI and other issues to support a decision to hire a consultant. Maximize the benefits consultants can provide. Explore options other than hiring a consultant.
Sales Force Management
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Author : Joseph F. Hair, Jr.
language : en
Publisher: John Wiley & Sons
Release Date : 2020-09-16
Sales Force Management written by Joseph F. Hair, Jr. and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-09-16 with Business & Economics categories.
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.
Selling And Sales Management
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Author : David Jobber
language : en
Publisher: Pearson UK
Release Date : 2019
Selling And Sales Management written by David Jobber and has been published by Pearson UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019 with Electronic books categories.
This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. It also contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.
Sales Management
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Author : Thomas N Ingram
language : en
Publisher: Routledge
Release Date : 2015-03-26
Sales Management written by Thomas N Ingram and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-03-26 with Business & Economics categories.
Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life "best practices" of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and identifies the skill sets needed for the 21st century.