Author: H. Robert DodgePublisher: Business Publications, Incorporated
ISBN:
Category : Business & Economics
Languages : en
Pages : 378
Book Description
Field Sales Management
Author: H. Robert DodgePublisher: Business Publications, Incorporated
ISBN:
Category : Business & Economics
Languages : en
Pages : 378
Book Description
Evaluating the Field Sales Force for Potential Field Sales Managers
Author: Dominick J. NicastroPublisher:
ISBN:
Category : Marketing
Languages : en
Pages : 54
Book Description
Field Sales Management
Author: National Industrial Conference BoardPublisher:
ISBN:
Category : Sales management
Languages : en
Pages : 84
Book Description
Sales Management
Author: Chris NoonanPublisher: Routledge
ISBN: 113636742X
Category : Business & Economics
Languages : en
Pages : 443
Book Description
Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.
Sales Management
Author: Sales Management
Author: Earl D. HoneycuttPublisher: Psychology Press
ISBN: 9780415300445
Category : Business & Economics
Languages : en
Pages : 340
Book Description
Designed to prepare upper-level undergraduate and graduate business students for work in the exciting field of global sales management, this text focuses upon the managerial and cross-cultural aspects necessary for leading the global sales force.
Experiences in Marketing Management
Author: Sales Management
Author: Robert E. HinsonPublisher: IAP
ISBN: 1641133481
Category : Business & Economics
Languages : en
Pages : 243
Book Description
In a fast-moving era of increased international competition, frontier markets must devise innovative ways to meet demanding sales targets and maintain profitability. These efforts will only succeed when local businesses abandon the concept of sales as a checklist of persuasive arguments that lead a customer to make a purchase and accept that building enduring customer relationships is the key to achieving sales goals. To understand what it means to sell successfully, sales representatives must develop a solid foundation in selling skills and an understanding of the critical elements needed to achieve sales goals. By delving into the foundational concepts related to leveraging sales as a tool for organisational profit, the authors give readers important insights into the critical elements of the sales process, including consultative selling, sales force management, qualities of effective leadership in sales, and the use of technological tools such as Customer Relationship Management (CRM) and Sales Force Automation (SFA) systems. This book includes insightful contributions from leading sales and marketing practitioners across the continent of Africa on characteristics of successful salespeople and how to recruit them, the crucial role of sales leadership, sales team training methods and strategies for developing customer relationship management programs. Case studies tie theory to practice and short quizzes help readers test their understanding of the material. Written in an accessible and reader-friendly format, this book is primarily aimed at undergraduate students with a secondary audience comprised of postgraduate students and business practitioners. ENDORSEMENTS: "Successful corporate marketing strategies are formulated around the delivery of value to consumers while maintaining a competitive advantage. Sales Management: A Primer for Emerging Markets offers innovative ways to locate, nurture, and develop long-term win-win relationships with key stakeholders. Readers will be rewarded with achievable concepts that will lay the foundation for developing a pattern of profitable sales. Highly recommended for undergraduate and graduate students as a well-crafted textbook drawing on real-world experience, for academicians as a reliable teaching tool, and for practitioners in the world of business seeking tested guidelines for marketing success." ~ Amon Chizema, Professor of Corporate Governance & Strategy; Birmingham Business School; University of Birmingham, UK "Sales Management: A Primer for Frontier Markets is a “must read” for future and current managers seeking innovative strategies for ensuring long-term repeat business with customers and consumers while maintaining a sustainable competitive advantage. Discussions on consultative selling, the role of ethics in sales, and the stages of the personal selling process have been specifically detailed and grounded in peer-reviewed case-study findings. A highly recommended read for undergraduate and graduate students, academicians, and business managers pursuing up-to-date insights into selling, customer service, marketing management, small business management, and retailing." ~ Patrick Awotwi, Commercial Director; The Coca-Cola Bottling Company of Ghana and Author of “Consider it Sold: A Seller’s Point of View”
From Selling to Managing
Author: Ronald BrownPublisher: AMACOM/American Management Association
ISBN: 0814421164
Category : Business & Economics
Languages : en
Pages : 12
Book Description
Textbook for the salesperson supervisor on marketing and management techniques - covers planning, interviews, communication, recruitment and training of new salesmen, Motivation and appraisal of salesmen, etc.
From Selling to Managing
Author: Ronald BrownPublisher: AMACOM
ISBN: 0814430198
Category : Business & Economics
Languages : en
Pages : 192
Book Description
The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople. A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows how to:* Plan sales force operations efficiently* Implement the plan* Appraise the sales force and operations* Control operations* Communicate up and down in the organization* Recruit and maintain the sales forceFrom Selling to Managing gives the newly appointed manager everything he or she needs to be a success -- again.