Transición a puestos de gestión para profesionales de ventas PDF Download

Author: Borja Castelar
Publisher:
ISBN:
Category :
Languages : es
Pages : 0

View

Book Description
La transición de ser un profesional de ventas a la gestión de otros profesionales de ventas implica el desarrollo de todo un nuevo conjunto de competencias clave. Enfréntate a esta transición con las mejores herramientas, conociendo de antemano las habilidades y conocimientos que vas a necesitar para asumir de manera efectiva la posición, gracias a este curso. Aprenderás los fundamentos básicos de la gestión de ventas, cómo lidiar con personas, todo lo relacionado con gestionar reuniones productivas y mucho más.

Author: Luis Antúnez Gordillo
Publisher: IT Campus Academy
ISBN: 1503258815
Category : Business & Economics
Languages : es
Pages : 147

View

Book Description
Es importante diferenciar las definiciones de marketing y de ventas para delimitar el alcance de este libro. El Marketing no son ventas. Tal vez por ser una de las partes más visibles del marketing, las ventas, así como la propaganda, se confunden con el significado de marketing. Las ventas y la propaganda forman parte de lo que se conoce como marketing, el Marketing fue definido por Kotler (2000) como "un proceso social y de gestión por el cual individuos y grupos obtienen lo que necesitan y quieren a través de la creación, oferta y cambio de productos y valores con otros". O sea, se trata de un proceso que tiene como objetivo satisfacer las necesidades de las partes a través de los cambios. Una persona compra ropa porque necesita de esta y el vendedor necesita del recurso económico para viabilizar su negocio, por citar un proceso de cambio simple. La American Marketing Association (AMA) trae una definición gerencial para el marketing, diciendo que estos valores son ofrecidos por la parte vendedora principalmente a través de la configuración (el acto de "diseñar" el objeto - el producto, la embalaje, la marca, los servicios ofrecidos), de la valoración (estableciendo el cambio que tengamos para el objeto - el precio), de la simbolización (asociación a determinados significados a través de la comunicación) y finalmente a través de la facilitación (alterando la accesibilidad del objeto - el punto-de-venta, o canales de distribución). Son las llamadas variables controlables de marketing: el producto, el precio, la comunicación y la distribución. Con este libro aprenderá los diversos aspectos que intervienen en todo el proceso de la venta, para que usted puede corregir y mejorar las prácticas que lleva a cabo en el día a día de su empresa o trabajo.

Author: World Bank
Publisher: World Bank Publications
ISBN:
Category : Business & Economics
Languages : en
Pages : 468

View

Book Description
This edition of the World Bank has been revised and expanded by the Terminology Unit in the Languages Services Division of the World Bank in collaboration with the English, Spanish, and French Translation Sections. The Glossary is intended to assist the Bank's translators and interpreters, other Bank staff using French and Spanish in their work, and free-lance translator's and interpreters employed by the Bank. For this reason, the Glossary contains not only financial and economic terminology and terms relating to the Bank's procedures and practices, but also terms that frequently occur in Bank documents, and others for which the Bank has a preferred equivalent. Although many of these terms, relating to such fields as agriculture, education, energy, housing, law, technology, and transportation, could be found in other sources, they have been assembled here for ease of reference. A list of acronyms occurring frequently in Bank texts (the terms to which they refer being found in the Glossary) and a list of international, regional, and national organizations will be found at the end of the Glossary.

Author: Dennis C. Carey
Publisher: Oxford University Press, USA
ISBN: 0195127137
Category : Business & Economics
Languages : en
Pages : 218

View

Book Description
Two senior members of the world-renowned executive search firm, Spencer Stuart, provide a detailed best-practices roadmap for ensuring continuous leadership in corporate America, based on personal interviews and their work with CEOs.

Author: OECD
Publisher: OECD Publishing
ISBN: 9264083472
Category :
Languages : en
Pages : 226

View

Book Description
This book provides a set of principles for fostering innovation in people (workers and consumers), in firms and in government, taking an in-depth look at the scope of innovation and how it is changing, as well as where and how it is occurring.

Author:
Publisher:
ISBN: 9780933685123
Category : Self-Help
Languages : en
Pages : 296

View

Book Description

Author:
Publisher: World Bank Publications
ISBN: 9780821336656
Category : History
Languages : en
Pages : 362

View

Book Description
"Valuable report based on the Ecuador Living Standard Measurement Survey (1994). Uses total consumption expenditures. Provides a baseline reference for future work. Contrast with INEC's basic needs survey (item #bi 97002637#)"--Handbook of Latin AmericanStudies, v. 57.

Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253

View

Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Author: Matthew Dixon
Publisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 242

View

Book Description
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author: Rosabeth Moss Kanter
Publisher: Simon and Schuster
ISBN: 0671528009
Category : Business & Economics
Languages : en
Pages : 440

View

Book Description
Abstract: This book presents practical information on the conduct of American business and management. The author concentrates on innovation, entrepreneurship, and the development of participative management skills that encourage the use of new ideas arising from within the corporation itself. The organizational structures, corporate cultures, and specifics strategies of several major AMerican companies are examined.