Fortify Your Sales Force

Author : Renie McClay
Publisher : John Wiley & Sons
Page : 352 pages
File Size : 49,7 Mb
Release : 2010-01-28
Category : Business & Economics
ISBN : 9780470552902

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Fortify Your Sales Force by Renie McClay Pdf

How can organizations provide the right sales training to the right sales people at the right time? This book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets. It provides how-to guidelines for successful sales training in a down economy. It is written by 13 experts who have experience selling and have managed sales people. The contributors have combined experience of improving sales performance of over 120 years. The book contributors are Bob Rickert, Jim Graham, Teresa Hiatt, Michael Rockelmann, Maris Edelson, Susan Onaitis, Susanne Conrad, Rick Wills, Ken Phillips, Trish Uhl, Gary Summy, Lanie Jordan, and Renie McClay.

Author : Anonim
Publisher : Unknown
Page : 484 pages
File Size : 55,6 Mb
Release : 1913
Category : Domestic engineering
ISBN : CUB:U183026764096

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Domestic Engineering by Anonim Pdf

Author : Jim Pancero
Publisher : John Wiley & Sons
Page : 322 pages
File Size : 43,9 Mb
Release : 2006-04-20
Category : Business & Economics
ISBN : 9780471763574

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You Can Always Sell More by Jim Pancero Pdf

The sales manager's step-by-step guide to better team performance As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. Jim Pancero (Eden Prairie, MN) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students.

Author : Anonim
Publisher : Unknown
Page : 802 pages
File Size : 41,8 Mb
Release : 1927
Category : Automobiles
ISBN : NYPL:33433108145206

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The Ford Dealers News by Anonim Pdf

Author : Anonim
Publisher : Unknown
Page : 614 pages
File Size : 50,5 Mb
Release : 1913
Category : Electronic
ISBN : UOM:39015080381000

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Domestic Engineering and the Journal of Mechanical Contracting by Anonim Pdf

Author : René Y. Darmon
Publisher : Cambridge University Press
Page : 334 pages
File Size : 55,9 Mb
Release : 2007
Category : Business & Economics
ISBN : 9780521848343

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Leading the Sales Force by René Y. Darmon Pdf

A guide for sales managers, presenting an integrative vision of the complex sales force system.

Author : Frank Horvath,Julie Vincent
Publisher : Red Wheel/Weiser
Page : 192 pages
File Size : 46,5 Mb
Release : 2008-12-01
Category : Business & Economics
ISBN : 9781601639127

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151 Quick Ideas to Motivate Your Sales Force by Frank Horvath,Julie Vincent Pdf

Traditional ways of motivating a sales force have included money, incentives, contests and even turnover (regardless of performance). While it's true being a sales professional is not for everyone, there is a way to identify, build and retain a top-notch motivated sales force. The trick is to build and keep a sales team that delivers sustainable results. The insights included in this book are designed to shift your thinking about traditional ways of motivating sales professionals you manage. It categorizes key sales-motivating management skills, tools and techniques while incorporating the art and science of sales management, leadership and the human dynamic. In this book you'll learn: Coaching and Development Sales force Processes and Systems Keys to Sales force Leadership Reward, Recognition and Incentives Sales managers that learn, know and implement a next-in-class approach to motivating their sales professionals will reap high rewards and beat their competition.

Author : Andris A. Zoltners,Prabhakant Sinha,Greggor A. Zoltners
Publisher : AMACOM/American Management Association
Page : 504 pages
File Size : 47,6 Mb
Release : 2001
Category : Business & Economics
ISBN : 0814426166

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The Complete Guide to Accelerating Sales Force Performance by Andris A. Zoltners,Prabhakant Sinha,Greggor A. Zoltners Pdf

To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.

Author : William Winston,Tony Carter
Publisher : Routledge
Page : 319 pages
File Size : 42,6 Mb
Release : 2013-05-13
Category : Business & Economics
ISBN : 9781136373688

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Contemporary Sales Force Management by William Winston,Tony Carter Pdf

By analyzing and monitoring current trends in the marketplace, Contemporary Sales Force Management helps sales managers align resources and strategic efforts to gain an edge over competitors. You will develop an understanding of where current and prospective sales opportunities exist in order to fully utilize automation, how to update crisis management policies to reflect changing industry dynamics, and how to raise your level of sales efficiency through the use of customer advisory groups and sales technological tools, such as video conferencing, database management, and up-to-date industry software. Through the book’s important discussions on lowering mutual costs, building long-term customer relationships, improving sales skills, and developing core process skills, you will also learn to think and act with a strategic perspective that successfully steers the sales process.Grounded in practical applications, Contemporary Sales Force Management unites theoretical principles with applied examples and case studies gathered from research with major firms in dynamic markets such as Beijing and Shanghai in China, the European Union, and the United States. From these case studies demonstrating how top players achieve success, you gain critical information on: the role of the sales force manager in organizations strategic issues for an international sales effort gaining functional expertise in sales and marketing along with industry knowledge globalization and its impact on sales management strategies for applying Total Quality Management to sales electronic commerce and cultivating customers on the Web the consequences of having a poorly motivated sales force with low morale developing an environment that fosters and rewards the management of crisis understanding your biases and stereotypical assumptions about others and how these affect decisionmaking dealing with the legal and regulatory environment and ethical issues that arise in the course of managing the sales forceContemporary Sales Force Management is the book managers, entrepreneurs, business people, and faculty and students of executive business education programs have long awaited. Its sample sales plan, specific strategies, and hands-on advice will prove indispensable as you maneuver away from the coattails of your competitors into a leading position in the marketplace.

Author : John Lidstone
Publisher : Gower Publishing, Ltd.
Page : 148 pages
File Size : 55,5 Mb
Release : 1995
Category : Business & Economics
ISBN : 0566076179

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Motivating Your Sales Force by John Lidstone Pdf

A practical guide to developing a realistic programme of motivation. It describes ways of satisfying sales staff, while at the same time meeting planned objectives. The final chapter is designed to help the reader construct a programme for action in relation to his or her own sales force.

Author : Andris A. ZOLTNERS,Prabhakant SINHA,Sally E. LORIMER
Publisher : AMACOM Div American Mgmt Assn
Page : 498 pages
File Size : 49,9 Mb
Release : 2009-02-11
Category : Business & Economics
ISBN : 9780814410424

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Building a Winning Sales Force by Andris A. ZOLTNERS,Prabhakant SINHA,Sally E. LORIMER Pdf

Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organi­za­tions. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effec­tive­ness • attract and retain the best salespeople • design incen­tive compensation plans • set goals • manage sales perform­ance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

Author : Derek Gatehouse
Publisher : Penguin
Page : 300 pages
File Size : 42,7 Mb
Release : 2007
Category : Business & Economics
ISBN : 159184178X

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The Perfect Salesforce by Derek Gatehouse Pdf

How any company can build an incredibly effective salesforce by learning from the best in the world Despite billions spent every year on personality profiling, sales training, motivational experts, coaches, and incentives, theres never been a proven formula for building a salesforce of top performers. Finding such a holy grail of sales has been Derek Gatehouses obsession for decades. To identify what makes a top-producing salespersonthe kind who sells four times more than everyone elseand why some sales teams have a high percentage of top producers, he interviewed more than two thousand executives in many different industries. His findings challenge the conventional wisdom about hiring, training, managing, and rewarding a sales team. Gatehouse has tested virtually every personality assessment tool, sales process, training methodology, and management system available, only to conclude that the vast majority of those systems dont raise performance in a lasting way. Instead, the worlds greatest sales teams share six simple but critical practices. For instance, they all: Hire for talent, not skill or even experience Blend positive and negative motivators Measure results instead of micromanaging process The book features dozens of anecdotes and clear lessons for any company seeking dramatic improvement in its sales performance.

Author : Anonim
Publisher : Unknown
Page : 408 pages
File Size : 46,9 Mb
Release : 1951
Category : Business
ISBN : UTEXAS:059171580017392

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Executives' Digest by Anonim Pdf

Author : Joseph F. Hair, Jr.,Rolph Anderson,Rajiv Mehta,Barry Babin
Publisher : Wiley Global Education
Page : 128 pages
File Size : 47,8 Mb
Release : 2020-11-26
Category : Business & Economics
ISBN : 9781119708728

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Sales Force Management by Joseph F. Hair, Jr.,Rolph Anderson,Rajiv Mehta,Barry Babin Pdf

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.

Author : Charles H. Patti,Steven William Hartley,Susan L. Kennedy
Publisher : McGraw-Hill Companies
Page : 312 pages
File Size : 52,9 Mb
Release : 1991
Category : Business & Economics
ISBN : UOM:49015001311613

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Business-to-business Advertising by Charles H. Patti,Steven William Hartley,Susan L. Kennedy Pdf

Practical coverage of pre-campaign ideas analyzing buyer behavior, setting objectives, budgeting; campaign decisions creative strategy and tactics, media planning; and post-campaign evaluation. Includes extensive suggestions for further reading and an appendix listing sources of information. Annotat