Rethinking The Sales Force
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Rethinking The Sales Force Redefining Selling To Create And Capture Customer Value
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Author : John DeVincentis
language : en
Publisher: McGraw Hill Professional
Release Date : 1999-02-05
Rethinking The Sales Force Redefining Selling To Create And Capture Customer Value written by John DeVincentis and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999-02-05 with Business & Economics categories.
In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
Rethinking The Sales Force
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Author : Rackham
language : en
Publisher:
Release Date : 2004-09-01
Rethinking The Sales Force written by Rackham and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-09-01 with categories.
Rethinking Sales
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Author : Marco Giunta
language : en
Publisher: Rethinking Sales
Release Date : 2010-08-17
Rethinking Sales written by Marco Giunta and has been published by Rethinking Sales this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-08-17 with Business & Economics categories.
Building Sales One Relationship At A Time It's no surprise that the world of sale today is more challenging than ever. How, then, can you become that salesperson who stands out among the rest? How can you break through the sales stereotypes and improve client relationships? Salespeople all over the world all have one thing in common - the desire to make money. But also, they want to feel respected and confident in the work that they do. Rethinking Sales opens a new door into the sales arena, and encourages you to understand on a deeper level the entire sales process - from how to make that first impression, to keeping your clients coming back for more. It works for anyone at any stage in their career, and shows how each step of the "sales process" is important in reaching your goal, and ultimately, making the most money that you can. check out RethinkingSales.com and Marcogiunta.com
Building A Winning Sales Force
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Author : Andris A. Zoltners
language : en
Publisher: AMACOM/American Management Association
Release Date : 2009
Building A Winning Sales Force written by Andris A. Zoltners and has been published by AMACOM/American Management Association this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with Business & Economics categories.
Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today's sales organizations. With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
Rethinking Sales Management
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Author : Beth Rogers
language : en
Publisher: John Wiley & Sons
Release Date : 2011-02-15
Rethinking Sales Management written by Beth Rogers 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 2011-02-15 with Business & Economics categories.
Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.
Get Sales Focused
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Author : Adele Crane
language : en
Publisher:
Release Date : 2006
Get Sales Focused written by Adele Crane and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006 with Business intelligence categories.
Get Sales Focused
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Author : Adele Crane
language : en
Publisher: Sales Focus International Pty Limited
Release Date : 2010
Get Sales Focused written by Adele Crane and has been published by Sales Focus International Pty Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010 with Management categories.
This latest 2010 edition is revised to include new research and international case studies. Since its first publication in 2001, this book has become renowned as the directors handbook for those small to mid-sized companies demanding immediate results for stagnating, distressed or businesses suffering a plateau in sales performance. It provides a catalyst for future prosperity. This is the challenge faced by businesses across the nation and in their overseas offices, particularly post the global financial crisis. The proven methodology within Get Sales Focused has assisted companies achieve sustainable and profitable increases in sales results of well over 42% for client companies in just 90-120 days. These methods are focused on immediate turn-arounds in sales performance. The success of an organization is linked directly to the income it can produce. This outcome hinges on the ability of the Managing Director/President/CEOs to demand performance from sales management through all economic climates. Adele Crane is a renowned sales developer working with an international client base with the trademark of producing major growth in 90-120 days. As Managing Director of Sales Focus International, she has experience in a broad range of industries and organizations in several countries. Drawing on over twenty years experience as a sales and business person and consulting to in excess of five hundred companies internationally, you will benefit from reading a candid and genuine approach to many of the business issues today. Get Sales Focused is presented in a concise format for easy reading and includes anecdotes of real business scenarios, some of which you will relate to and others which you will definitely want to avoid. If you want to change the results your company and sales team produce, then Get Sales Focused is a must read.
Virtual Selling
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Author : Thomas M. Siebel
language : en
Publisher: Simon and Schuster
Release Date : 2002-01-15
Virtual Selling written by Thomas M. Siebel and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002-01-15 with Business & Economics categories.
Known in Silicon Valley as "a salesman's salesman", Thomas Siebel has created Siebel Systems to produce customer-specific brochures and presentations--and even products--on demand. This book demonstrate how Siebel Systems centers on enlarging the role of the sales rep to sales project coordinator. Illustrations.
Moving From Models To Mindsets
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Author : John Reid
language : en
Publisher:
Release Date : 2018
Moving From Models To Mindsets written by John Reid and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with Sales force management categories.
Building A Winning Sales Management Team
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Author : Andris A. Zoltners
language : en
Publisher: Zs Associates, Incorporated
Release Date : 2012
Building A Winning Sales Management Team written by Andris A. Zoltners and has been published by Zs Associates, Incorporated this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012 with Business & Economics categories.
First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don't get enough time, attention, and resources from sales leaders. "Building a Winning Sales Management Team" shows just how important FLMs are to sales organizations--and what happens when companies underinvest in these key players. Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in "Building a Winning Sales Management Team" just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world's top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University's Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness. "Building a Winning Sales Management Team" shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.