How To Manage The Sales Territory For Maximum Growth
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How To Manage The Sales Territory For Maximum Growth
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Author : Howard Berrian
language : en
Publisher:
Release Date : 1978*
How To Manage The Sales Territory For Maximum Growth written by Howard Berrian and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1978* with Sales management categories.
The Development Implementation And Analysis Of A Sales Territory Management Program
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Author : William A. Fredrick
language : en
Publisher:
Release Date : 1976
The Development Implementation And Analysis Of A Sales Territory Management Program written by William A. Fredrick and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1976 with Sales management categories.
Managing Your Sales Territory
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Author :
language : en
Publisher:
Release Date : 2016
Managing Your Sales Territory written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with categories.
Territory management helps salespeople ensure they are spending their time wisely: doing the right activities with the best customers. But as time goes on, even the most exciting territories can seem small or stale. This course focuses on how to get the most out of your territory to achieve maximum prospecting results and maintain proper coverage. Jeff Bloomfield helps you organize your territory by company size or geography, identify the right areas to prospect, and grow your territory via networking. Last, he addresses the importance of ongoing records management: keeping an updated record of who has moved into your territory, who has left, and more. These sales tips will help you keep a positive attitude, stay organized, and breathe new life into well-trod territories. Note: This course was designed for regional territories, but sales reps with national or even international territories will still find tips applicable to their work.
Managing Your New Sales Territory
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Author : Mike Winger
language : en
Publisher:
Release Date : 2020-03-29
Managing Your New Sales Territory written by Mike Winger and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-03-29 with categories.
Every business has their own approach to training but more often than not, it's up to the salesperson to figure out how to do the practical aspects of their job.This quick start guide provides the solution. Mike has condensed almost 40 years of real-life sales experience into an easy to digest work. He shows you how to quickly find success by mentoring your clients, overcoming roadblocks, and prioritizing your projects and activities.Although the book was written specifically for people who sell to established accounts, the information found here will be valuable to anyone in the sales field, regardless of their specific industry. * * * See what sales professionals have already said about this book: "Mike Winger does an exceptional job of translating his many years of sales and territory management experience into a comprehensive, concise, and easy-to-read book, which will prove valuable to all sales people, new or experienced. People new to field sales and wanting to 'hit the ground running' should read this book as soon as possible. It will save you time and effort!" Walter H. Bennett - Outdoor Power Equipment Industry "Mike's book is just what it says 'a quick start guide to sales.' It is concise, well organized, a quick read and easy to understand. His examples are applicable to any industry." Gloria Miller - Industrial Electronic Component Sales "A must read for a serious sales person. Mike Winger lays out your pathway to success. His analytic approach to sales is a beautiful thing... I wish I had this book when I started my sales career. I would have been successful much sooner." Paul Moore - Floral Network Sales "The practical insights and application that come from Mike's experience and success is what set this book apart for me. Everyone from entry level to experienced manager can learn (or be reminded) from the ideas and techniques referenced in this book!" Trent N. Springer - Retail Hardware Coop Management
42 Rules To Increase Sales Effectiveness
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Author : Michael Griego
language : en
Publisher: Happy About
Release Date : 2012-12-26
42 Rules To Increase Sales Effectiveness written by Michael Griego and has been published by Happy About this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-12-26 with Business & Economics categories.
If you are a professional salesperson, sales manager or director, VP of sales, CEO, any role in marketing, or anyone supporting selling efforts, this book is for you. It will teach you updated tools, language and tactics of selling in today's market. Michael Griego, a professional sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the keys to sales effectiveness to 42 rules. These rules have been road tested over 28 years of personal sales and management experience and close observation of many salespeople and sales organizations. These rules apply to all selling efforts, from high-tech enterprise sales to non-technology sales. Sales isn't rocket science, but it's not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh. This book, 42 Rules to Increase Sales Effectiveness (2nd Edition), upgrades and adjusts foundational rules for today's business environment to increase the overall sales effectiveness of individuals or teams. In '42 Rules to Increase Sales Effectiveness (2nd Edition), ' you will learn: The Effective Sales Perspective The Effective Sales Process The effective Salesperson Effective Territory Management Effective Sales Communication The Effective Sales Meeting Effective Sales Closing This book will challenge standard conventions while reinforcing best practices that have gotten lost in the recent advancement of new technologies and modern tools. It's a great read for any professional to confirm that their own "salesmanship" is still on target and appropriately current. Use this as your own handbook to reset on key best-practices for the new day or teach a new generation 42 nuggets and practical applications of this fascinating activity called Sales.
Sales Hunting
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Author : David A. Monty
language : en
Publisher: Apress
Release Date : 2014-03-05
Sales Hunting written by David A. Monty and has been published by Apress this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-05 with Business & Economics categories.
The first year of developing a new sales territory is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople—or veterans developing new territories—chasing their tails for the first year or two. As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products. Sales Hunting helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains: Why most customers don’t want to buy from you . . . yet Why trust-based relationships enable you to open up territories and bag the biggest customers quickly How to qualify and rank customers based on traits How to get in step with the customer’s buying cycle How to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Sales Hunting is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts.
Sales 2 0
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Author : Anneke Seley
language : en
Publisher: John Wiley & Sons
Release Date : 2008-12-23
Sales 2 0 written by Anneke Seley 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 2008-12-23 with Business & Economics categories.
Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today.
The Complete Guide To Successful Sales Territory Planning And Management
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Author : Charles C. Schlom
language : en
Publisher:
Release Date : 1990-03-01
The Complete Guide To Successful Sales Territory Planning And Management written by Charles C. Schlom and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1990-03-01 with Sales management categories.
Sales Growth
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Author : Thomas Baumgartner
language : en
Publisher: John Wiley & Sons
Release Date : 2012-04-24
Sales Growth written by Thomas Baumgartner 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 2012-04-24 with Business & Economics categories.
Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.
Managing Your Sales Territory
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Author :
language : en
Publisher:
Release Date : 2016
Managing Your Sales Territory written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with categories.
Territory management is all about organization. Jeff Bloomfield helps you reenergize your territory and organize your efforts so you are spending your time in the right areas with the most important prospects.