Sales Reengineering From The Outside In
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Sales Reengineering From The Outside In
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Author : Mark Blessington
language : en
Publisher: McGraw-Hill Companies
Release Date : 1995-01-01
Sales Reengineering From The Outside In written by Mark Blessington and has been published by McGraw-Hill Companies this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995-01-01 with Business & Economics categories.
This breakthrough guide shows sales pros how to reengineer their sales process for off-the-chart productivity gains. Featuring the collected wisdom of world-beating sales managers from such firms as Allstate, Disney, and Kraft, Sales Reengineering projects the major sales trends for the upcoming decade, and presents today's cutting-edge sales strategies.
Sales Reengineering From The Outside In
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Author : Mark Blessington
language : en
Publisher:
Release Date : 1996
Sales Reengineering From The Outside In written by Mark Blessington and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with categories.
Reengineering The Sales Process
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Author : Justin Roff-Marsh
language : en
Publisher:
Release Date : 2005-06-01
Reengineering The Sales Process written by Justin Roff-Marsh and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-06-01 with categories.
Contemporary Sales Force Management
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Author : William Winston
language : en
Publisher: Routledge
Release Date : 2013-05-13
Contemporary Sales Force Management 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 2013-05-13 with Business & Economics categories.
By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to reflect changing industry dynamics, and how to raise your level of sales efficiency through the use of customer advisory groups and sales technological tools, such as video conferencing, database management, and up-to-date industry software. Through the book’s important discussions on lowering mutual costs, building long-term customer relationships, improving sales skills, and developing core process skills, you will also learn to think and act with a strategic perspective that successfully steers the sales process.Grounded in practical applications, Contemporary Sales Force Management unites theoretical principles with applied examples and case studies gathered from research with major firms in dynamic markets such as Beijing and Shanghai in China, the European Union, and the United States. From these case studies demonstrating how top players achieve success, you gain critical information on: the role of the sales force manager in organizations strategic issues for an international sales effort gaining functional expertise in sales and marketing along with industry knowledge globalization and its impact on sales management strategies for applying Total Quality Management to sales electronic commerce and cultivating customers on the Web the consequences of having a poorly motivated sales force with low morale developing an environment that fosters and rewards the management of crisis understanding your biases and stereotypical assumptions about others and how these affect decisionmaking dealing with the legal and regulatory environment and ethical issues that arise in the course of managing the sales forceContemporary Sales Force Management is the book managers, entrepreneurs, business people, and faculty and students of executive business education programs have long awaited. Its sample sales plan, specific strategies, and hands-on advice will prove indispensable as you maneuver away from the coattails of your competitors into a leading position in the marketplace.
Sales Quotas
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Author : Mark Blessington
language : en
Publisher: CreateSpace
Release Date : 2014-11-20
Sales Quotas written by Mark Blessington and has been published by CreateSpace this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-11-20 with categories.
Sales Quotas is a comprehensive guide on how to set better quotas for salespeople. Written by a top sales force consultant, the book identifies common bad habits and explains how to break them. Few companies use market potential data when setting quotas, which can punish top performers. We describe how to obtain the data and use it to set more accurate quotas. Many managers are not aware of the statistical principles that govern how quotas work. Part of the problem is that statisticians are often unintelligible. Sales Quotas explains topics like the law of large numbers with easy-to-understand language and real-world examples. One common quota setting method uses prior year growth to set quotas. This is a good start, but there are far more accurate ways to forecast sales. We identify simple but effective forecasting methods and show you how to integrate them into the quota setting process. Very few companies test their quota setting methods for accuracy before releasing them. By running simulations on prior year sales results, you can actually discover which methods work best for your company. These and other quota setting issues are solved through the use of real-world examples and exercises. We also make the book fun to read with numerous, full-color tables, charts and graphics. Sales Quotas is the first book to focus exclusively on quota setting. Previously, managers were flying blind with little to no analytical guidance. Now managers can follow a proven process and apply a comprehensive set of tools to set better quotas. The benefits of a rigorous quota setting process are substantial. In short, better quotas increase sales force utilization and motivation, which in turn leads to higher sales and profits.
Advanced Sales Skills Guidebook
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Author : Daniel Farb
language : en
Publisher: UniversityOfHealthCare
Release Date : 2005
Advanced Sales Skills Guidebook written by Daniel Farb and has been published by UniversityOfHealthCare this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005 with Business writing categories.
This guidebook combines the company's funniest and most interesting sales-related courses in one afforable package in a text-only version that keeps readers on the cutting edge of sales. Completion of this program will develop skills in areas not generally covered by most sales training courses.
Laugh And Learn Sales Time And Territory Management Guidebook
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Author : Daniel Farb
language : en
Publisher: UniversityOfHealthCare
Release Date : 2005-07
Laugh And Learn Sales Time And Territory Management Guidebook written by Daniel Farb and has been published by UniversityOfHealthCare this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-07 with Business & Economics categories.
Helps you learn sales time diagnostics, scheduling your work, recovering scrap time, how to maximise time with prospects, and how to minimise sales meetings. This book also helps you learn the designing of sales territories, the alignment process, realignment of existing territories, territory alignment software, and territory review frequency.
High Impact Sales Force Automation
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Author : Glen Petersen
language : en
Publisher: CRC Press
Release Date : 2023-08-11
High Impact Sales Force Automation written by Glen Petersen and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-08-11 with Business & Economics categories.
What exactly is sales force automation? The idea is simple - using technology to maximize sale productivity, minimize cost and enhance customer service. This "ultimate competitive weapon" can streamline the sales process, target the right customers and dramatically eliminate downtime and waste. High-Impact Sales Force Automation is a hands-on guide to implementing the latest computer technology in sales and marketing departments. The author's unique background in both business and science provides a practical, yet in-depth perspective on sales force automation. And all with a sharp focus on the backbone of any business: the customer. This book is an excellent reference for corporate managers, sales professionals, organizational planners, marketing consultants and anyone interested in improving sales, customer service and quality control. Real-life business models and concrete examples make applying these concepts to any organization as simple as clicking on a mouse.
A Practical Guide To Business Process Re Engineering
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Author : Mike Robson
language : en
Publisher: Gower Publishing, Ltd.
Release Date : 1996
A Practical Guide To Business Process Re Engineering written by Mike Robson and has been published by Gower Publishing, Ltd. this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with Organizational change categories.
Most managers will by now have some understanding of Business Process Re-Engineering and the immense benefits it is capable of bringing. Here at last is a detailed guide to realizing those benefits. The authors begin with a warning to think carefully about whether the BPR approach is suitable for your particular organization. They go on to show how it can be planned and implemented in a systematic way. With the aid of examples and illustrations they take the reader through the various stages involved, introducing both the principles and the techniques that apply. Finally they explain how to ensure sustained improvement by managing the changes achieved.
7 Secrets To Successful Sales Management
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Author : Jack D. Wilner
language : en
Publisher: CRC Press
Release Date : 1997-12-29
7 Secrets To Successful Sales Management written by Jack D. Wilner and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997-12-29 with Business & Economics categories.
There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"
