Selecting Sales Professionals Selecting Training And Retaining High Performance Sales Personnel
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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.
Sales Management Success
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Author : Warren Kurzrock
language : en
Publisher: John Wiley & Sons
Release Date : 2019-10-22
Sales Management Success written by Warren Kurzrock 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 2019-10-22 with Business & Economics categories.
The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results. While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book: Contains the most up-to-date strategies for sales executives Offers compelling real-world examples Includes the ideas and tools that can be put into action immediately Draws on the experience of the CEO of Porter Henry & Co. Reinforces the immediate application and learning with assessments, exercises, professional toolbox Sales Management Success: Optimizing Performance to Build a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.
Sales Force Management
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Author : Joseph F. Hair, Jr.
language : en
Publisher: John Wiley & Sons
Release Date : 2020-09-16
Sales Force Management written by Joseph F. Hair, Jr. 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 2020-09-16 with Business & Economics categories.
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Achieving Peak Sales Performance For Optimal Business Value And Sustainability
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Author : Brown, Carlton
language : en
Publisher: IGI Global
Release Date : 2019-10-25
Achieving Peak Sales Performance For Optimal Business Value And Sustainability written by Brown, Carlton and has been published by IGI Global this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-10-25 with Business & Economics categories.
Businesses today face many obstacles, but one major hurdle is optimizing sales performance and achieving peak levels of execution. In recent years, there has been a significant decline in sales performance among businesses internationally. Many professionals attribute this disparity to the lack of attention towards certain business techniques including “Sales Peak Performance” and “Business to Business.” Strategies like this lack empirical validity and further investigation on the implementation of these approaches could significantly impact the business world. Achieving Peak Sales Performance for Optimal Business Value and Sustainability is a collection of innovative research on the methods and applications of various elements that influence sales peak performance including personal, organizational, and symbiotic determinants. While highlighting topics including emotional intelligence, personal branding, and customer relationship management, this book is ideally designed for sales professionals, directors, advertisers, managers, researchers, students, and academicians seeking current research on insights and advancements of business sustainability and sales peak performance.
Managing For Sales Results
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Author : Ron Marks
language : en
Publisher: John Wiley & Sons
Release Date : 2008-03-31
Managing For Sales Results written by Ron Marks 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 2008-03-31 with Business & Economics categories.
This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching and recruiting, making it a priority for your sales organization. With the right recruiting and training strategies, you can find a constant stream of qualified candidates and beat your competitors to the best sales prospects.
Sales Management The Brian Tracy Success Library
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Author : Brian Tracy
language : en
Publisher: AMACOM
Release Date : 2015-07-08
Sales Management The Brian Tracy Success Library written by Brian Tracy and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-07-08 with Business & Economics categories.
The pressure surrounding the sales manager is intense. Given the task of recruiting, managing, and motivating a top team of high-performing sales professions, so much of the sales manager’s success is dependent on others. Or is it?Sales expert Brian Tracy has spent decades studying the most successful sales managers and professionals in every industry. In this indispensable pocket-sized resource, he has encapsulated 6 key characteristics of a winning sales team. In Sales Management, he distills these simple but powerful strategies so that sales managers can learn how to:• Select and recruit sales champions• Establish clear objectives• Inspire singleness of purpose• Motivate people with the right incentives• Develop winners through continuous coaching and training• Conduct game-changing performance reviews• De-hire poor performers• And moreDon’t leave your success as a sales manager in the hands of others. Learn today how YOU can increase your sales team’s effectiveness, improve their bottom line, and advance your own career in the process.
Proceedings Of The 2002 Academy Of Marketing Science Ams Annual Conference
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Author : Harlan E. Spotts
language : en
Publisher: Springer
Release Date : 2014-11-10
Proceedings Of The 2002 Academy Of Marketing Science Ams Annual Conference written by Harlan E. Spotts and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-11-10 with Business & Economics categories.
Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science. This volume includes the full proceedings from the 2002 Academy of Marketing Science (AMS) Annual Conference held in Sanibel Harbour Resort, Florida.
Performance Improvement
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Author : Darryl D. Enos
language : en
Publisher: CRC Press
Release Date : 2007-06-12
Performance Improvement written by Darryl D. Enos and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-06-12 with Business & Economics categories.
Combining state-of-the-art knowledge and techniques in organizational development with practical experiences using a step-by-step approach, Performance Improvement: Making it Happen provides important principles and techniques of organizational development to improve performance. Based on experiences of over 300 organizations, this second edition features real-world examples from a variety of industries that illustrate the different types of problems presented throughout the text as well as the various methods of improvement. In addition, this text also demonstrates numerous ways of measuring organizational improvement after implementing these concepts and methods.
What It Takes To Succeed In Sales
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Author : Jeanne Greenberg
language : en
Publisher: McGraw-Hill Professional Publishing
Release Date : 1990
What It Takes To Succeed In Sales written by Jeanne Greenberg and has been published by McGraw-Hill Professional Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1990 with Business & Economics categories.
This helpful guide shows readers how to increase sales productivity, determine the suitability of prospective employees for sales positions, and weed out applicants that could hurt sales growth.
World Class Selling
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Author : Brian W . Lambert
language : en
Publisher: Association for Talent Development
Release Date : 2009-06-01
World Class Selling written by Brian W . Lambert and has been published by Association for Talent Development this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-06-01 with Reference categories.
World-Class Selling delivers the latest research-based criteria for sales teams interested in selling more effectively against an ever-changing business environment. Sales leaders can use this title as a foundation to build or reorganize sales processes and sales people. Professionals (employees or consultants) working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization will find this book an invaluable resource. Included in the text is the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.