Sales Management PDF Download

Author: Robert J. Calvin
Publisher: McGraw Hill Professional
ISBN: 9780071442299
Category : Business & Economics
Languages : en
Pages : 270

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Book Description
THE MCGRAW-HILL EXECUTIVE MBA SERIES "Executive education is suddenly every CEO's favorite strategic weapon." --BusinessWeek Now repackaged in easily transportable paperback editions, these informative titles--written by frontline executive education professors and modeled after the programs of the nation's top business schools--will find new popularity with today's on-the-go, every-second-counts executive.

Author: Donna Anselmo
Publisher: McGraw Hill Professional
ISBN: 0071737189
Category : Business & Economics
Languages : en
Pages : 401

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Book Description
The goal of marketing is simple: attract customers who will purchase your product. Getting there, though, isn't so easy. Real marketing success involves a strong foundation in everything from planning, advertising, and publicity to Internet strategies, database management, and more. Enter Marketing DeMystified. Addressing every step of the process in plain English, it helps you master all the tools at your disposal to cultivate strong brand awareness, maximize profits, and build lasting customer loyalty. Featuring realworld examples, end-of-chapter quizzes, and a final exam, Marketing DeMystified is the fuel you need to power up your marketing machine and start producing results. This fast and easy guide covers: Marketing’s four Ps . . . plus three—planning, positioning, and people Tactics for organizing a research-driven campaign Strategies for leading a marketing team Techniques for branding from the inside out Case studies of marketing successes and failures Simple enough for a novice or student, but challenging enough for a veteran marketing manager, Marketing DeMystified is the most thorough and simple shortcut to decoding key marketing concepts and principles.

Author: Robert Calvin
Publisher: McGraw Hill Professional
ISBN: 0071486542
Category : Business & Economics
Languages : en
Pages : 417

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Book Description
BUILD and manage a SALES FORCE that's worth sell-ebrating Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals. Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales management will find helpful strategies and tactics for molding a team into an effective, cohesive unit. Featuring real-world examples, end-of-chapter quizzes, and a final exam, this incredibly useful guide will help you get the best from your sales force and put your career on the fast track. This fast and easy guide offers Ideas for sourcing, screening, and selecting the best candidates Tips for training salespeople in product, customer, and competitor knowledge, and in selling skills The model for choosing the most successful sales force organization and deployment Monetary and nonmonetary methods to reward positive sales force action and results Performance management techniques that evaluate results, actions, skills, knowledge, and personal characteristics Simple enough for a novice but challenging enough for a veteran manager, Sales Management Demystified is your shortcut to developing a successful sales team.

Author: Suzanne Paling
Publisher: Entrepreneur Press
ISBN: 1613080174
Category : Business & Economics
Languages : en
Pages : 284

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Book Description
•Do you tackle several different roles including sales manager? •Does managing the sales team feel awkward? •Do you want to achieve better sales results? If you answered YES then you face the same struggle as many other small business owners—you can successfully manage the rest of the company, but when it comes to the sales team, you feel like your efforts are coming up short. Suzanne Paling, sales management consultant, urges you to stop struggling, and teaches you what you need to know to start succeeding.

Author: Irene McEachen
Publisher: McGraw Hill Professional
ISBN: 0071632212
Category : Technology & Engineering
Languages : en
Pages : 266

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Book Description
Find out what it takes to MOVE into MANAGEMENT Are you looking to take your nursing career to the next level but don't know where to begin? Nurse Management Demystified is the perfect starting point. You'll find it's an effective and enlightening way to find out what it really takes to succeed in this challenging profession. First, you'll learn about nursing care delivery models, staffing, delegation, and supervision. Next, you'll cover communication and conflict resolution, legal issues, healthcare economics, budgeting, and financial management. Other topics covered include unions, nursing informatics, and time and risk management. Featuring end-of-chapter quizzes, this book will give you a thorough overview of the field of nurse management in no time at all. This easy-to-follow guide gives you: An inside look at the many responsibilities of a nurse manager Tips for applying the techniques in the book in real-life clinical situations A quiz at the end of each chapter to reinforce learning and pinpoint weaknesses A time-saving approach to performing better on an exam or at work! Approachable enough for a beginner, but informative enough for a pro, Nurse Management Demystified is your shortcut to finding out all about this demanding yet rewarding healthcare career.

Author: Geoff Reiss
Publisher: Routledge
ISBN: 1135818525
Category : Architecture
Languages : en
Pages : 374

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Book Description
This book explains the many techniques which have been developed to help you manage projects successfully using very clear objectives within a commercial environment. Examples are drawn from construction, civil engineering, product launches, publishing, computer hardware and software, scientific projects and aerospace.

Author: John Care
Publisher: Artech House
ISBN: 1608077446
Category : Business & Economics
Languages : en
Pages : 407

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Book Description
Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.

Author: Sid Kemp
Publisher: McGraw Hill Professional
ISBN: 0071470980
Category : Business & Economics
Languages : en
Pages : 355

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Book Description
LEARN PROJECT MANAGEMENT ON TIME AND UNDER BUDGET! Project Management Demystified is valuable for both the novice project manager and the experienced. For the novice, it is a great way to understand PM basics in an easy-to-understand and practical way. Personalized stories demonstrate both what to do and what not to do. Experienced project managers will find 'gems' spread throughout the text to take away to improve their results. -- Lee Krevat, IT Director, Business Strategic Alignment, Sempra Energy (A Fortune 500 company) Mr. Kemp truly demystifies project management, connecting the how and the why. Students and managers alike will gain both skills and confidence. -- Malcolm Ryder, Principal and Chief Strategy Officer, Renovance, L.L.P. (An IT management consulting firm) Written in straightforward language, Project Management Demystified will help you gain "instant expertise" in project management -- even if you have no previous formal training in executive skills. The author, who has trained thousands of first-time managers and team leaders, uses a host of powerful techniques to help you soak up what you really need to know. With Project Management Demystified, you master the subject one simple step at a time -- at your own speed. Unlike most books on project management, general principles are presented first—and the details follow. In order to make the learning process clear, simple, and useful, Project Management Demystified offers questions at the end of each chapter to pinpoint weaknesses, and case studies throughout the book to reinforce the entire process of project management. This unique, self-teaching guide shows you how to: * Transform a good idea into a smooth-flowing project * Ensure project delivery with the "Six Keys to Success" * Turn disorganized "to-do" lists into effective action plans * Master people-management and team-building skills * Analyze design, development, budgeting, and scheduling * Calm the "storm period" -- the transition to production * Bring your project in on time and under budget * Gain practical management skills you can use again and again * Build your "Project for Learning" and use reviews to retain information * And much, much more! If you're looking for mastery of essential PM skills, let Project Management Demystified be your shortcut!

Author: Robert G. DelCampo
Publisher: McGraw Hill Professional
ISBN: 0071740341
Category : Business & Economics
Languages : en
Pages : 243

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Book Description
The low-labor guide to mastering HRM! Want to dive into human resources but your brain says, "Help wanted!"? No problem! Put Human Resource Management DeMYSTiFieD on the job, and you'll solve your dilemma in no time! Using a clear, step-by-step format, this practical guide provides a firm foundation in the basics of the field. You'll master all the key issues in human resources, like benefits, legal situations, hiring, training, outplacement, worker rights, and more. Detailed examples and concise explanations make it easy to grasp the material, and end-of-chapter quizzes and a final exam help reinforce learning. In no time, you'll build a firm foundation on the essential concepts and techniques instrumental to the success of any organization! This fast and easy guide features: Tips on designing and implementing a hiring plan Tactics for developing and training new employees Strategies for writing job descriptions, recruiting applicants, and selecting employees Techniques for creating an effective compensation and benefits structure Simple enough for a beginner, but challenging enough for an advanced student, Human Resource Management DeMYSTiFieD has everything you need to build a solid foundation in human resources.

Author: Bruce C. Greenwald
Publisher: Penguin
ISBN: 1101218436
Category : Business & Economics
Languages : en
Pages : 651

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Book Description
Bruce Greenwald, one of the nation's leading business professors, presents a new and simplified approach to strategy that cuts through much of the fog that has surrounded the subject. Based on his hugely popular course at Columbia Business School, Greenwald and his coauthor, Judd Kahn, offer an easy-to-follow method for understanding the competitive structure of your industry and developing an appropriate strategy for your specific position. Over the last two decades, the conventional approach to strategy has become frustratingly complex. It's easy to get lost in a sophisticated model of your competitors, suppliers, buyers, substitutes, and other players, while losing sight of the big question: Are there barriers to entry that allow you to do things that other firms cannot?