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Author: Christian Homburg Publisher: Springer Science & Business Media ISBN: 3642291694 Category : Business & Economics Languages : en Pages : 316
Book Description
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Author: Christian Homburg Publisher: Springer Science & Business Media ISBN: 3642291694 Category : Business & Economics Languages : en Pages : 316
Book Description
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Author: Howard Stevens Publisher: Simon and Schuster ISBN: 1605508470 Category : Business & Economics Languages : en Pages : 235
Book Description
Increase your business’s sales with these seven essential practices salespeople and organizations must embrace to thrive in today’s competitive marketplace. Companies today are struggling to find the one thing that matters in today’s competitive marketplace. Price? Quality? Innovative product features? While all of the above factors certainly influence a customer’s buying decision, none of them is the most influential factor. What is? The employee who has the most power to make or break your company’s bottom line and influence its customers—the salesperson. Achieve Sales Excellence examines the paradigm of business-to- business sales. This book is based on the results of a fourteen-year study, which asked business customers—the key constituent group of professional salespeople—to define the qualities of world-class salespeople and organizations. It offers unmatched insights into sales performance issues and the practices sales professionals and organizations must embrace to become world-class sales forces.
Author: Holger Dannenberg Publisher: Springer Science & Business Media ISBN: 3834987824 Category : Business & Economics Languages : en Pages : 239
Book Description
"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.
Author: Will Gray Publisher: ISBN: Category : Languages : en Pages : 84
Book Description
Why do Marine Corps leaders eat last? Why does Frito-Lay dominate the market? What do you do when you lose your luggage in a strange city the night before an interview?Proactive: Achieving Excellence in Sales and Customer Relationships shows you how to find success by prioritizing opportunities and mitigating threats through a purpose-driven approach to business and customer relationships.Gray is an award-winning sales and marketing professional with more than 25 years of experience leading teams in Fortune 500 companies. This book is full of real-world stories from inside some of the best companies in the world that show you how to overcome challenging obstacles and fuel successful strategies.It is for the new sales professional or the experienced seller and sales leader looking to ignite their performance and evolve in a highly complex environment.This book will teach you how to:* Identify what is important to the customer and focus on collaborative problem-solving* Develop key objectives and measure progress and success through disciplined planning* Effectively lead and develop others to create a winning environment and positive culture* Leverage human connection to develop preferential and sustainable relationships with customers* Differentiate your product or service to deliver value* Drive excellence through evolving your approach to customers and the business
Author: Patrick Forsyth Publisher: Management Pocketbooks ISBN: 190707743X Category : Business & Economics Languages : en Pages : 114
Book Description
Key techniques to help maximise the effectiveness of your next sales meeting. The Sales Excellence Pocketbook explains how to make the right initial impression, how to discover customer needs, how to present the best possible case and, crucially, how to close successfully. Also gives tips and techniques on how to prepare for the sales meeting and how to follow-up effectively. The Journal of International Selling and Sales Management said of the book: 'A very practical guide to adapting the sales approach to specific customer needs. This Pocketbook could be regularly used with advantage by anyone engaged in selling'.
Author: Gerardus Blokdyk Publisher: Independently Published ISBN: Category : Languages : en Pages : 0
Book Description
You want to know how to get to the right decision maker and have a conversation about the business objectives. In order to do that, you need the answer to does the business have potential for future growth, or will its sales decline? The problem is is your organization managing any single business process for your customers, which makes you feel asking did your organization have any excess business holdings in the tax year? We believe there is an answer to problems like which business processes will be modified in small ways. We understand you need to plan to use advanced analytics to deliver on defined business objectives which is why an answer to 'how will you factor geographic cost variations into your business model?' is important. Here's how you do it with this book: 1. Execute the launch plan to achieve the products business objectives 2. Focus on the pieces of your business that can drive growth and differentiation 3. Align your customers channel preferences to your own business priorities So, can the management team prepare and implement a sound business plan? This Sales Excellence Critical Questions Skills Assessment book puts you in control by letting you ask what's important, and in the meantime, ask yourself; who will be reading your business plan? So you can stop wondering 'who knows what will benefit your business better than you do?' and instead test the effectiveness of your territory business planning efforts. This Sales Excellence Guide is unlike books you're used to. If you're looking for a textbook, this might not be for you. This book and its included digital components is for you who understands the importance of asking great questions. This gives you the questions to uncover the Sales Excellence challenges you're facing and generate better solutions to solve those problems. INCLUDES all the tools you need to an in-depth Sales Excellence Skills Assessment. Featuring new and updated case-based questions, organized into seven core levels of Sales Excellence maturity, this Skills Assessment will help you identify areas in which Sales Excellence improvements can be made. In using the questions you will be better able to: Diagnose Sales Excellence projects, initiatives, organizations, businesses and processes using accepted diagnostic standards and practices. Implement evidence-based best practice strategies aligned with overall goals. Integrate recent advances in Sales Excellence and process design strategies into practice according to best practice guidelines. Using the Skills Assessment tool gives you the Sales Excellence Scorecard, enabling you to develop a clear picture of which Sales Excellence areas need attention. Your purchase includes access to the Sales Excellence skills assessment digital components which gives you your dynamically prioritized projects-ready tool that enables you to define, show and lead your organization exactly with what's important.
Author: Dennis Groves Publisher: John Wiley & Sons ISBN: 0470445076 Category : Business & Economics Languages : en Pages : 405
Book Description
A tough, challenging, and eventful journey is outlined in this cutting-edge business story. Greg, the company President, uses the latest edition of the trusted industry standard, The Oliver Wight Class A Checklist for Business Excellence, to transform his business from mediocrity to industry leading performance. What he learns about senior management responsibilities and behaviors drives him to achieve outstanding rewards and benefits, not the least of which is his company's survival.
Author: Christian Homburg
Author: Christian Homburg
Author: Howard Stevens
Author: 
Author: Howard Stevens
Author: Prentice Hall PTR
Author: Holger Dannenberg
Author: Will Gray
Author: Patrick Forsyth
Author: Gerardus Blokdyk
Author: Dennis Groves