Marketing Sales Excellence
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Sales Excellence
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Author : Christian Homburg
language : en
Publisher: Springer Science & Business Media
Release Date : 2012-10-24
Sales Excellence written by Christian Homburg and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-24 with Business & Economics categories.
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Excellence In Sales
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Author : Holger Dannenberg
language : en
Publisher: Springer Science & Business Media
Release Date : 2010-11-02
Excellence In Sales written by Holger Dannenberg and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-11-02 with Business & Economics categories.
"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.
Performance Excellence In Marketing Sales And Pricing
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Author : Marc Helmold
language : en
Publisher: Springer Nature
Release Date : 2022-09-06
Performance Excellence In Marketing Sales And Pricing written by Marc Helmold and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-09-06 with Business & Economics categories.
The increasing interconnection and the unlimited exchange of data and information has led to a maximized transparency of globally offered and sold products and services. The desires, needs and wants of the consumer are the critical issues today in creating new or offering existing products and services. This book outlines successful marketing and sales strategies with a clear focus on practical relevance. It provides a systematic overview and description of selling, pricing and negotiation concepts which enable the reader to apply the best-case scenario in their company. Tools such as the marketing mix or marketing strategies are well explained for practical application in industry. The book also integrates elements of change, lean and innovation management as drivers for performance excellence. Featuring industry case studies, this book is a practical guide for marketing professionals, academics and policy makers to enable enterprises to achieve long-term competitive advantages through best-in-class marketing, sales and pricing activities.
Sales Excellence Pocketbook
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Author : Patrick Forsyth
language : en
Publisher: Management Pocketbooks
Release Date : 2015-09-16
Sales Excellence Pocketbook written by Patrick Forsyth and has been published by Management Pocketbooks this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-16 with Business & Economics categories.
Key techniques to help maximise the effectiveness of your next sales meeting. The Sales Excellence Pocketbook explains how to make the right initial impression, how to discover customer needs, how to present the best possible case and, crucially, how to close successfully. Also gives tips and techniques on how to prepare for the sales meeting and how to follow-up effectively. The Journal of International Selling and Sales Management said of the book: 'A very practical guide to adapting the sales approach to specific customer needs. This Pocketbook could be regularly used with advantage by anyone engaged in selling'.
The Critical Pillars Of Sales Excellence How To Prospect Sell And Win Customers
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Author : Ferdinand M. Ibezim
language : en
Publisher:
Release Date : 2019-08-21
The Critical Pillars Of Sales Excellence How To Prospect Sell And Win Customers written by Ferdinand M. Ibezim and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-08-21 with Business & Economics categories.
Selling Rests On Seven Critical Pillars: Pillar One: Develop your competence by acquiring sufficient knowledge about your products and services, understand your target market, have sufficient information about your competitors, and master your marketing and sales strategy.Pillar Two: Identify, target and gain access to those who need and want your products and services; will derive value from your products and services; and who have the capacity and authority to acquire them. Make sufficient contacts, secure enough referrals and introductions.Pillar Three: Make presentations to the prospects by communicating the features, benefits, value proposition and competitive advantages of your products and services. This pillar also involves dealing with the objections and concerns of prospects.Pillar Four: Follow up and reinforce your value proposition; until you win the customer.Pillar Six: Manage the customers, deepen the relationship, achieve customer loyalty and cross sell to existing customers.Pillar Seven: Make customers your advocates, and use them to secure new contacts and businesses.Are you a new or an experienced business development professional? This book offers you practical tips and techniques to help you find those who need what you have and have what you need. The book is loaded with easy to apply tools, processes and systematic steps to plan your sales activities, make sales presentations, negotiate with different buyer types, deal with objections, manage your sales efforts, win and retain customers. This practical and easy to read book identifies all that you need to know, the skills to develop and the right sales attitude to excel in today's highly competitive market space.
The Sales Excellence Pocket Book
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Author : Patrick Forsyth
language : en
Publisher: Pocketbooks
Release Date : 1999-05
The Sales Excellence Pocket Book written by Patrick Forsyth and has been published by Pocketbooks this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999-05 with Selling categories.
Maximize the effectiveness of your next sales meeting. How to make the right initial impression, to discover customer needs, present the best possible case and close successfully. Plus tips and techniques on preparing for the sales meeting and effective follow-up.
The Salesperson S Personal Guide For Building Sales Excellence From The Inside Out
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Author : Gibson, Bill
language : en
Publisher:
Release Date : 1986
The Salesperson S Personal Guide For Building Sales Excellence From The Inside Out written by Gibson, Bill and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1986 with categories.
Sales Excellence
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Author : Eden White
language : en
Publisher: Business Expert Press
Release Date : 2023-12-26
Sales Excellence written by Eden White and has been published by Business Expert Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-12-26 with Business & Economics categories.
A book for all true salespeople who want to tackle the new global changes and enhance greater sales with less stress. Selling today has gone through profound changes in the past 3 years, culminating in new changes in methods and company employee arrangements. This book brings together the changes to selling post pandemic and lays out the new approaches to selling under what have been difficult circumstances for all sales professionals.
The Six Pillars Of Sales Excellence
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Author : Robert J Ciranna
language : en
Publisher: Independently Published
Release Date : 2024-06-07
The Six Pillars Of Sales Excellence written by Robert J Ciranna and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-06-07 with Business & Economics categories.
World-Class Sales Organizations outperform all others in profit and market share growth by applying Sales Excellence. The Miller Heiman Group estimates less than 5% of sales organizations fall into this exclusive group. WCSOs consistently exceed sales goals by focusing on the continuous improvement of the many sales processes and proficiencies crucial to achieving exceptional results. Less adept sales organizations narrowly and sporadically focus their sales training exclusively on the selling process at the customer interface, which is only the tip of the iceberg. WCSOs focus their training on improving the other essential internal processes and proficiencies, or in other words, the 90% of the iceberg that lies below the surface. This book delves into the essential internal processes and proficiencies within The Six Pillars of Sales Excellence: Planning, People, Processes, Self-Assessment, Improvement, and Profit. Unlike traditional sales books which focus on theory, this book goes beyond theory and is an actionable playbook to help you achieve exceptional results. It provides sales organizations or individuals a concise, step-by-step guide to easily implement WCSO's best-in-class practices enabling them to consistently exceed their sales goals and reap the benefits. Robert Ciranna has spent 35 years studying Sales Excellence/Sales Effectiveness. He has held various global sales leadership roles at Fortune 500 companies including Sherwin-Williams, Akzo Nobel, Parker, and Henkel, along with engineering roles at Ford Motor Co. He holds degrees from the University of Michigan and Miami of Ohio. In addition, he has executive development training in Sales Excellence from the Stephen M. Ross School of Business at the University of Michigan and the Eli Broad College of Business at Michigan State University. Sales Excellence can sometimes also be referred to as Sales Effectiveness or Sales Enablement.
Sales Excellence
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Author : Christian Homburg
language : de
Publisher: Gabler Verlag
Release Date : 2011-03-15
Sales Excellence written by Christian Homburg and has been published by Gabler Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-03-15 with Business & Economics categories.
Dieses Buch bietet ein einzigartiges, wissenschaftlich fundiertes und praxiserprobtes Gesamtkonzept für professionelles Vertriebsmanagement. Mit vielen Beispielen und Checklisten. Die 6., überarbeitete und erweiterte Auflage enthält nützliche Ergänzungen.