Increasing Sales Effectiveness Through Action Research
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Increasing Sales Effectiveness Through Action Research
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Author : Joan Franz Alford
language : en
Publisher:
Release Date : 1987
Increasing Sales Effectiveness Through Action Research written by Joan Franz Alford and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1987 with categories.
Action Research For Professional Selling
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Author : Peter McDonnell
language : en
Publisher: Routledge
Release Date : 2016-03-23
Action Research For Professional Selling written by Peter McDonnell and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-03-23 with Business & Economics categories.
Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
Improving Schools Through Action Research
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Author : Cher Hendricks
language : en
Publisher: Allyn & Bacon
Release Date : 2006
Improving Schools Through Action Research written by Cher Hendricks and has been published by Allyn & Bacon this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006 with Education categories.
This compact, clear and user-friendly text provides everything a pre-service or in-service teacher needs to know to follow the research cycle and conduct an action research project. This text emphasizes reflective processes used in planning and conducting action research studies, data analysis techniques (quantitative and qualitative), and displaying and explaining results. It provides specific information needed to complete each step of the action research cycle with chapter activities that help the student/reader conduct projects focused on school improvement. Each activity includes a research paper component that helps students create a research paper as they complete the activities in each chapter. This text has more emphasis on reflective and reflexive activities than other text and is geared toward adults/professionals who will use these activites to conduct action research for educational change and school improvement.
Action Ideas For Sales Training Executives
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Author : Research Institute of America, inc
language : en
Publisher:
Release Date : 1973
Action Ideas For Sales Training Executives written by Research Institute of America, inc and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1973 with Sales executives categories.
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.
The Impact Of Listening And Questioning Coaching Skills On Salespeople S Performance
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Author : Tarek El Kassar
language : en
Publisher:
Release Date : 2020
The Impact Of Listening And Questioning Coaching Skills On Salespeople S Performance written by Tarek El Kassar and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020 with categories.
Employees are the major assets in an organisation. The development of employees is a must for organisational survival, differentiation and success. The training selection process is crucial to be aligned with organisational goals and objectives. The literature indicates that listening is one of the most important skill that salespeople need to have. Moreover, Comer and Drollinger (1999), state that very little research addressed the effectiveness of salespeople's listening. Therefore, the researcher conducted a listening skills training intervention in the multinational organisation under study considering the importance of listening skills on salespeople's sales performance. The aim of the research is to explore the relationship between the listening skills (sensing, processing and responding) on salespeople's sales performance. In addition, the research evaluates the impact of the learning intervention (training) on salesperson's listening skills, questioning skills and sales performance as a result of the training implemented by the researcher in the multinational organisation.The research is trying to find answers for the following research questions:RQ1: Are salesperson listening skills positively related to sales performance? A. Is sensing positively related to sales performance? B. Is processing positively related to sales performance? C. Is responding positively related to sales performance? D. Is overall perception of listening positively related to sales performance? RQ2: Can training improve listening skills to impact sales performance? A. Can training improve listening skills? B. Can training improve sales performance? The research was conducted in a Dubai based multinational organisation serving science. The participants of the research project were salespersons who were invited to attend a training session on listening skills and voluntary participated in the research. The total number of participants who attended the training sessions and participated in the project were seventeen employees. Participants were not selected from a larger population; therefore, the research is considered a case study which has 'its own right, not as a sample from a population' (Robson, 1999) (cited in Smith 2015). Three data collection methods were used in the research carried out in the Dubai based multinational organisation. Initially, the researcher used a focus group to determine the training needs of salespeople in the organisation understudy. The identification of the training needs analysis was followed by a training intervention on listening skills. Consequently, two data collection methods were used to measure the relationships of listening skills (sensing, processing & responding) to sales performance; and the impact of the training intervention on salespeople listening skills and sales performance. A questionnaire (survey) was administered immediately after the training sessions to answer RQ1, specifically to measure the relationship (correlation) of listening skills to sales performance, across sensing, processing, responding, and overall perception of listening. A follow-up interview was carried with few participants two weeks after the training session(s) allowing the salespersons enough time to meet customers and practice the skills learned and acquired on the training. The interviews aimed at measuring RQ2, specifically the effect of the training on salespersons' listening skills and the impact of the listening skills training on sales performance.The research outcome does not support the research question (RQ1.A) 'Is sensing positively related to sales performance?'. Moreover, the research findings do not support the research question (RQ1.B) 'Is processing positively related to sales performance?' However, the research finding supports the research Question (RQ1.C) 'Is responding positively related to sales performance?' In addition, the research findings do not support the research question: 'Is overall perception of listening positively related to sales performance?' On the other hand, the research findings indicate that the training intervention had a positive impact on the trainees. The participants (trainees) benefited from the training intervention which improved their overall listening skills and their three (3) listening skills dimensions: sensing, processing and responding. The research findings support our research question (RQ2.A) 'Can training improve listening skills?'Moreover, the training initiatives on listening skills had a positive impact on trainees' sales performance. The listening skills training helped trainees in handling sales objections and sales closing. Additionally, the listening skills training had a positive impact on the trainees' sales presentation skills, helped the trainees to convert new prospects to new customers and improved the trainees' overall sales performance. The research findings support our research question (RQ2.B) 'Can training improve sales performance?'The findings of the research carried out in the Dubai based multinational organisation indicate that training improves listening skills. Additionally, training has a positive impact on overall salesperson's sales performance. Therefore, investment of organisations in the development and advancement of their sales force soft skills will be a stepping stone for organisational survival, differentiation and success in a highly competitive business environment.
Increasing Sales Effectiveness
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Author : Joseph S. Sanchez
language : en
Publisher:
Release Date : 1987
Increasing Sales Effectiveness written by Joseph S. Sanchez and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1987 with Business & Economics categories.
The Effective Use Of Market Research
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Author : Robin Birn
language : en
Publisher: Kogan Page Publishers
Release Date : 2004-03-03
The Effective Use Of Market Research written by Robin Birn and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-03-03 with Business & Economics categories.
More and more companies today are using market research techniques, not just to find new markets, products and customers, but also to improve management and marketing decision making and to monitor customer service. The Effective Use of Market Research looks at the circumstances in which market research is necessary, and explains what management can expect to gain from research and then analyses the type of business decisions that may be taken as a result. An organization that knows its customers and monitors its activity well, and also has a good understanding of the key research techniques it needs, is likely to develop more competitive sales, marketing and communications strategies. This latest edition of Effective Use of Market Research explains how to develop representative samples, data protection legislation and the professional ethics incorporated in the MRS Code of Conduct.
Scientific Selling
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Author : Nancy Martini
language : en
Publisher: Wiley
Release Date : 2012-04-10
Scientific Selling written by Nancy Martini and has been published by Wiley this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-04-10 with Business & Economics categories.
Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.
Sales Management
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Author : Thomas N. Ingram
language : en
Publisher: Taylor & Francis
Release Date : 2024-01-22
Sales Management written by Thomas N. Ingram and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-01-22 with Business & Economics categories.
This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. The new 11th edition includes: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies; Updated end-of-chapter cases with application questions, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager; Updated ethical dilemmas for students to practice ethical decision making; Revised ‘Sales Management in Action’ boxes; Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter. This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.