Recruiting And Selecting Profitable Sales Personnel
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Recruiting And Selecting Profitable Sales Personnel
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Author : Edgar S. Ellman
language : en
Publisher:
Release Date : 1982
Recruiting And Selecting Profitable Sales Personnel written by Edgar S. Ellman and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1982 with Business & Economics categories.
Recruiting And Selecting Profitable Sales Personnel
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Author : Edgar Ellman
language : en
Publisher: Van Nostrand Reinhold
Release Date : 1981-06-01
Recruiting And Selecting Profitable Sales Personnel written by Edgar Ellman and has been published by Van Nostrand Reinhold this book supported file pdf, txt, epub, kindle and other format this book has been release on 1981-06-01 with categories.
How To Recruit And Select Successful Salesmen
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Author : John Lidstone
language : en
Publisher: Gower Publishing Company, Limited
Release Date : 1983
How To Recruit And Select Successful Salesmen written by John Lidstone and has been published by Gower Publishing Company, Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 1983 with Business & Economics categories.
Sales Management
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Author : Thomas N. Ingram
language : en
Publisher: M.E. Sharpe
Release Date : 2021
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 2021 with Sales management categories.
Selecting Sales Professionals Selecting Training And Retaining High Performance Sales Personnel
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Author : John C. Marshall, Ph.D & Bob McHardy
language : en
Publisher: Selecting Sales Professional
Release Date : 1997
Selecting Sales Professionals Selecting Training And Retaining High Performance Sales Personnel written by John C. Marshall, Ph.D & Bob McHardy and has been published by Selecting Sales Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997 with Sales personnel categories.
Managing Sales Professionals
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Author : William Winston
language : en
Publisher: Routledge
Release Date : 2013-01-11
Managing Sales Professionals written by William Winston and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-01-11 with Business & Economics categories.
This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff.The author, Joseph Vaccaro, uses an “integrated model” approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations and problems readers encounter as practicing sales managers. With cases at the end of each chapter that make the chapter material come to life, Managing Sales Professionals is a practical tool for those in the world of marketing and sales management. It is a realistic, pragmatic, practical, how-to approach that explains complex concepts in a clear and concise manner. Vaccaro avoids generalities, and he cuts right to the critical specifics for sales managers in the real world.Terms and concepts are clearly defined, and each chapter concludes with penetrating questions to further develop your sales management skills. Along with a highly pertinent chapter on legal and ethical aspects in selling, Managing Sales Professionals covers: how to recruit salespeople motivation procedures gender and racial diversity of the sales force how to plan and conduct a training program effective selling techniques how to develop brand awareness new sales technology how to determine pricing and discount policies compensation policies how to determine transportation policies control and evaluation procedures how to effectively interact with marketing Anyone looking to increase sales, such as business owners, consultants, marketing professionals, and practicing salespeople and sales managers, can use this book to examine their sales staffs and look for areas in which to improve. Managing Sales Professionals is also ideal for upper level undergraduate students as they learn the basics of how to sell, organize, and run a sales force.
Sales Force Management
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Author : Gregory Rich
language : en
Publisher: SAGE Publications
Release Date : 2023-12-13
Sales Force Management written by Gregory Rich and has been published by SAGE Publications this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-12-13 with Business & Economics categories.
Formerly published by Chicago Business Press, now published by Sage Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today′s sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.
Hire Right Higher Profits
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Author : Lee B. Salz
language : en
Publisher: CreateSpace
Release Date : 2014-01
Hire Right Higher Profits written by Lee B. Salz and has been published by CreateSpace this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-01 with Business & Economics categories.
"Unless your product sells itself, your sales force determines your ultimate success. Lee Salz is spot on in his assessment of the importance of viewing salespeople as a major investment in your business." - Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive "The most insightful and most complete book on hiring the RIGHT salesperson I have ever seen (or read). If you need great salespeople, this book is not an option, it's an imperative!" - Jeffrey Gitomer, author of 21.5 Unbreakable Laws of Selling "The challenge in building a strong sales organization has always been in identifying and retaining the right talent. Hire Right, Higher Profits looks past the hype. It recognizes that success is about process, and involves more sweat than inspiration. This book offers a detailed and sound process that will deliver consistent results." – Howard Stevens, Chairman, Chally Group Worldwide ***** Hired and fired... It's the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration. Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what Hire Right, Higher Profits is all about. Sales management strategist, Lee Salz begins the book by challenging readers with the $25,000 Revenue Test which most executives fail. Then, he hits readers between the eyes with the statement "there are no great salespeople" and offers proof of it! He also cautions those executives – who view the competition as their primary sales talent source – of its risks. But Salz doesn't stop there! He challenges executives to shift their perspective from hiring salespeople to investing in revenue. Each salesperson represents a revenue investment made by the company with the core objective of receiving a fast, high return on it – no different than when companies invest in sales strategies, tactics, and ideas to grow revenue. Hire Right, Higher Profits teaches executives how to determine what type of revenue investment is needed, evaluate revenue investment candidates and get a fast, high return on the investment made in their new salespeople. The book is a step-by-step, practical guide teaching you how to implement the revenue investment concept – impacting both the top and bottom lines. It's a fun, educational read and is chock-full of stories as you learn how to: * Shift your executive team's perspective from hiring salespeople to investing in revenue * Identify the factors that affect revenue investment performance – the causes of a salesperson's success or failure in the role * Assemble a Revenue Investment Evaluation Program to contrast candidates with the performance factors * Scrutinize a Revenue Investment Prospectus – a salesperson's resume – to get to the truth * Evaluate candidates so you select the right salespeople for revenue investments * Protect the revenue investment through structured sales onboarding * Design sales onboarding curriculum to get a fast, high return on the new revenue investments * Assess revenue investment performance both during and post-onboarding The methodology presented in Hire Right, Higher Profits can be implemented in any company, in any industry, of any size. The book is not based on scientific studies, but rather on real-world, field-tested sales management practices that Lee Salz has developed and used for over twenty years with both his sales teams and for clients. Whether you are a seasoned executive or new sales manager, this book has everything you need to build a world-class sales force.
Contemporary Selling
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Author : Mark W. Johnston
language : en
Publisher: Routledge
Release Date : 2021-08-01
Contemporary Selling written by Mark W. Johnston and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-08-01 with Business & Economics categories.
Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: updated mini cases to engage students and reinforce learning objectives; Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers; Role Play exercises that enable students to learn by doing; and updated discussion queries to drive classroom discussion and help students connect important concepts. This fully updated new edition is an invaluable resource for students of personal selling at both undergraduate and postgraduate levels. Supplementary resources include an instructor’s manual, PowerPoint slides, and other tools to provide additional support for students and instructors.
Mba In Marketing City Of London College Of Economics 10 Months 100 Online Self Paced
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Author : City of London College of Economics
language : en
Publisher: City of London College of Economics
Release Date :
Mba In Marketing City Of London College Of Economics 10 Months 100 Online Self Paced written by City of London College of Economics and has been published by City of London College of Economics this book supported file pdf, txt, epub, kindle and other format this book has been release on with Education categories.
Overview An MBA in Marketing (or Master of Business Administration) is a degree that will prepare you for leading positions in marketing such as Chief Marketing Officer. Content - What is Marketing? - Marketing Management - Marketing Management Philosophies - Marketing Challenges into the Next Century - Marketing and Society: Social Responsibility and Marketing Ethics - Social Criticisms of Marketing - Citizen and Public Actions to Regulate - Business Actions Towards Socially Responsible - Principles for Public Policy Towards Marketing - Strategic Marketing Planning - The Global Market Place - Business Markets and Business Buyer Behaviour - Market Information and Marketing Research - Core Strategy - Digital Marketing Strategy - Customer Relationship Management - E-Commerce - Fundamentals of Management - And many more Duration 10 months Assessment The assessment will take place on the basis of one assignment at the end of the course. Tell us when you feel ready to take the exam and we’ll send you the assignment questions. Study material The study material will be provided in separate files by email / download link.