Field Sales Management
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Field Sales Management
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Author : H. Robert Dodge
language : en
Publisher: Business Publications, Incorporated
Release Date : 1973
Field Sales Management written by H. Robert Dodge and has been published by Business Publications, Incorporated this book supported file pdf, txt, epub, kindle and other format this book has been release on 1973 with Business & Economics categories.
Sales Management
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Author : Chris Noonan
language : en
Publisher: Routledge
Release Date : 2010-08-27
Sales Management written by Chris Noonan and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-08-27 with Business & Economics categories.
Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.
Field Sales Management
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Author : National Industrial Conference Board
language : en
Publisher:
Release Date : 1962
Field Sales Management written by National Industrial Conference Board and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1962 with Sales management categories.
Field Sales Management
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Author :
language : en
Publisher:
Release Date : 1962
Field 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 1962 with categories.
Sales Management
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Author : C.L. Tyagi
language : en
Publisher: Atlantic Publishers & Dist
Release Date : 2004
Sales Management written by C.L. Tyagi and has been published by Atlantic Publishers & Dist this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with categories.
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.
Field Sales Management
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Author : Frederick E. Webster
language : en
Publisher: Ronald Press
Release Date : 1983-01-01
Field Sales Management written by Frederick E. Webster and has been published by Ronald Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1983-01-01 with Sales Management categories.
From Selling To Managing
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Author : Ronald Brown
language : en
Publisher:
Release Date : 1968
From Selling To Managing written by Ronald Brown and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1968 with categories.
Sales Management
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Author : Earl D. Honeycutt
language : en
Publisher: Psychology Press
Release Date : 2003
Sales Management written by Earl D. Honeycutt and has been published by Psychology Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Business & Economics categories.
Designed to prepare upper-level undergraduate and graduate business students for work in the exciting field of global sales management, this text focuses upon the managerial and cross-cultural aspects necessary for leading the global sales force.
Sales Management
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Author : Robert E. Hinson
language : en
Publisher: IAP
Release Date : 2018-09-01
Sales Management written by Robert E. Hinson and has been published by IAP this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-09-01 with Business & Economics categories.
In a fast-moving era of increased international competition, frontier markets must devise innovative ways to meet demanding sales targets and maintain profitability. These efforts will only succeed when local businesses abandon the concept of sales as a checklist of persuasive arguments that lead a customer to make a purchase and accept that building enduring customer relationships is the key to achieving sales goals. To understand what it means to sell successfully, sales representatives must develop a solid foundation in selling skills and an understanding of the critical elements needed to achieve sales goals. By delving into the foundational concepts related to leveraging sales as a tool for organisational profit, the authors give readers important insights into the critical elements of the sales process, including consultative selling, sales force management, qualities of effective leadership in sales, and the use of technological tools such as Customer Relationship Management (CRM) and Sales Force Automation (SFA) systems. This book includes insightful contributions from leading sales and marketing practitioners across the continent of Africa on characteristics of successful salespeople and how to recruit them, the crucial role of sales leadership, sales team training methods and strategies for developing customer relationship management programs. Case studies tie theory to practice and short quizzes help readers test their understanding of the material. Written in an accessible and reader-friendly format, this book is primarily aimed at undergraduate students with a secondary audience comprised of postgraduate students and business practitioners. ENDORSEMENTS: "Successful corporate marketing strategies are formulated around the delivery of value to consumers while maintaining a competitive advantage. Sales Management: A Primer for Emerging Markets offers innovative ways to locate, nurture, and develop long-term win-win relationships with key stakeholders. Readers will be rewarded with achievable concepts that will lay the foundation for developing a pattern of profitable sales. Highly recommended for undergraduate and graduate students as a well-crafted textbook drawing on real-world experience, for academicians as a reliable teaching tool, and for practitioners in the world of business seeking tested guidelines for marketing success." ~ Amon Chizema, Professor of Corporate Governance & Strategy; Birmingham Business School; University of Birmingham, UK "Sales Management: A Primer for Frontier Markets is a “must read” for future and current managers seeking innovative strategies for ensuring long-term repeat business with customers and consumers while maintaining a sustainable competitive advantage. Discussions on consultative selling, the role of ethics in sales, and the stages of the personal selling process have been specifically detailed and grounded in peer-reviewed case-study findings. A highly recommended read for undergraduate and graduate students, academicians, and business managers pursuing up-to-date insights into selling, customer service, marketing management, small business management, and retailing." ~ Patrick Awotwi, Commercial Director; The Coca-Cola Bottling Company of Ghana and Author of “Consider it Sold: A Seller’s Point of View”
Master Guide To Field Sales Management Tactics And Techniques
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Author : Howard Bishop
language : en
Publisher: Prentice Hall Direct
Release Date : 1987-01-01
Master Guide To Field Sales Management Tactics And Techniques written by Howard Bishop and has been published by Prentice Hall Direct this book supported file pdf, txt, epub, kindle and other format this book has been release on 1987-01-01 with Sales management categories.