Rethinking The Sales Force Redefining Selling To Create And Capture Customer Value

Author : John DeVincentis,Neil Rackham
Publisher : McGraw Hill Professional
Page : 320 pages
File Size : 42,9 Mb
Release : 1999-02-05
Category : Business & Economics
ISBN : 9780071371261

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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by John DeVincentis,Neil Rackham Pdf

In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.

Author : Rackham
Publisher : Unknown
Page : 128 pages
File Size : 47,8 Mb
Release : 2004-09-01
Category : Electronic
ISBN : 0070594139

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Rethinking The Sales Force by Rackham Pdf

Author : Philip Kitchen,Patrick de Pelsmacker,Lynne Eagle,Don E. Schultz
Publisher : Routledge
Page : 300 pages
File Size : 42,6 Mb
Release : 2020-08-26
Category : Business & Economics
ISBN : 9781000143263

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A Reader in Marketing Communications by Philip Kitchen,Patrick de Pelsmacker,Lynne Eagle,Don E. Schultz Pdf

Combining seminal papers on marketing communications with incisive commentary and overviews from the editors, case studies and student question and answer sections, this text provides a uniquely global perspective on this topical subject. It can be used as a supplement to textbooks on marketing communications, or as an excellent stand-alone text to give greater instruction and insight into key elements of the twenty-first century promotional mix. Providing a one-stop reference for all those studying marketing communications, this reader tackles the subject from an international perspective. Each chapter is introduced by one of the four editors, each editor being from a different core geographic area – the USA, the Pacific Rim, mainland Europe, and the UK. At the end of each paper questions are posed to test the student readers. Academically rigorous, this essential book contributed to by recognized experts will be a valuable reference for undergraduates and graduates of marketing, communications, business and management.

Author : Andrew Holmes
Publisher : Routledge
Page : 205 pages
File Size : 49,5 Mb
Release : 2018-02-05
Category : Business & Economics
ISBN : 9781351765657

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The Chameleon Consultant by Andrew Holmes Pdf

This title was first published in 2002. How do you add value to your clients? Is it the process you use, or the technical skills you deploy? Or perhaps it's your ability to adjust the way you sell and deliver your services based upon your tacit understanding of your client's culture - the way we do things round here. Such chameleon-like behaviour is fundamental to successful consulting, and yet it is neither widely understood nor practised within the profession. Until now. This book describes a powerful way to improve the consultancy process, from selling the service to delivering the engagement, through a concept called cultural intelligence - the missing dimension of effective consultancy. By revisiting the consultancy process using a simple model of organizational culture, this text creates a potent technique for tailoring the principal consultancy processes of selling, relationship management, account management and engagement management. Such tailoring that ensures the consultant and consultancy firm can blend into their clients' organizations more effectively and as a result add immediate and lasting value.

Author : Mark W. Johnston,Greg W. Marshall
Publisher : Routledge
Page : 436 pages
File Size : 42,7 Mb
Release : 2013-08-15
Category : Business & Economics
ISBN : 9781136324468

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Contemporary Selling by Mark W. Johnston,Greg W. Marshall Pdf

Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today. The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features: ‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling Mini-cases to help students understand and apply the principles they have learned in the classroom Role-plays at the end of each chapter enabling students to learn by doing Special appendices on selling math and developing a professional sales proposal Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .

Author : Gregory Rich
Publisher : SAGE Publications
Page : 501 pages
File Size : 41,9 Mb
Release : 2023-12-13
Category : Business & Economics
ISBN : 9781071927625

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Sales Force Management by Gregory Rich Pdf

Formerly published by Chicago Business Press, now published by Sage Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today′s sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.

Author : Thomas Menthe
Publisher : epubli
Page : 173 pages
File Size : 40,8 Mb
Release : 2019-04-04
Category : Business & Economics
ISBN : 9783748528005

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A new era of Value Selling by Thomas Menthe Pdf

With this book, Thomas Menthe provides new insights into the era of value-selling, which has been the Number 1 method in selling complex products and services. Today, customers are expecting more while paying less and the value of your offer is defined by the customer not by the seller. Data is the new oil - the new digital age allows different ways with technology like machine learning to better analyze customer journeys, get insights, predict behaviors and personalize communication to improve customer retention. Digitalization will change the buying behavior much more towards e-commerce and self-service consultation with the support of sales robots. Value can be created from data, which needs to be structured, analyzed and used for the individual customer engagement. Does this mean the end of the sales representative and solution sales? Value is not based solely on product dimensions, much more emotional value created counts during the decision making process. The new era of value-selling explains, how value can be made tangible by the value quotient and ways to generate rational and emotional ROI for customers through story-telling and relationship benefits. Value is always first on the buyer's mind and the new value-selling concept will dramatically improve your business and show how to respond to the customer of tomorrow. Thomas Menthe (MBA) is a sales expert, experienced seller, recognized speaker and author of many publications about customer value, new ways of selling, selling strategy, leadership and coaching. His best selling book Kundennutzen has sold thousands of copies and others are available in their 4th edition. He served global companies like Bearing Point, Canon, Carlsberg, Cisco Systems, Global Knowledge, KWS, Microsoft, RIM, Xerox and others.

Author : Marco Giunta
Publisher : Rethinking Sales
Page : 226 pages
File Size : 50,5 Mb
Release : 2010-08-17
Category : Business & Economics
ISBN : 9780557509768

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Rethinking Sales by Marco Giunta Pdf

Building Sales One Relationship At A Time It's no surprise that the world of sale today is more challenging than ever. How, then, can you become that salesperson who stands out among the rest? How can you break through the sales stereotypes and improve client relationships? Salespeople all over the world all have one thing in common - the desire to make money. But also, they want to feel respected and confident in the work that they do. Rethinking Sales opens a new door into the sales arena, and encourages you to understand on a deeper level the entire sales process - from how to make that first impression, to keeping your clients coming back for more. It works for anyone at any stage in their career, and shows how each step of the "sales process" is important in reaching your goal, and ultimately, making the most money that you can. check out RethinkingSales.com and Marcogiunta.com

Author : JOBBER, DAVID
Publisher : McGraw Hill
Page : 980 pages
File Size : 51,5 Mb
Release : 2009-12-16
Category : Business & Economics
ISBN : 9780077139681

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EBOOK: Principles and Practice of Marketing by JOBBER, DAVID Pdf

EBOOK: Principles and Practice of Marketing

Author : Bill Donaldson,Javier Marcos Cuevas,Régis Lemmens
Publisher : Bloomsbury Publishing
Page : 328 pages
File Size : 54,7 Mb
Release : 2017-09-16
Category : Business & Economics
ISBN : 9781137355126

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Sales Management by Bill Donaldson,Javier Marcos Cuevas,Régis Lemmens Pdf

This is a core textbook that provides a practical and comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fourth edition of this highly successful text has been fully updated and revised throughout to provide a truly contemporary overview of the discipline. This textbook offers a unique blend of academic rigour and practical focus based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. Accessibly divided into three parts-'Strategy', 'Process' and 'Practice'-it presents a wide range of topics such as ethical issues in sales, key account management, international sales, recruitment, and compensation and rewards. Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management. New to this Edition: - New chapters on Defining and Implementing Sales Strategies and Key Account Management - New case studies, vignettes, questions for reflection and statistics added throughout the text - An increased emphasis on the practical approaches to professional selling - Insightful interviews with sales professionals sharing their experience and insights at the end of some chapters

Author : JOBBER, DAVID/E
Publisher : McGraw Hill
Page : 845 pages
File Size : 50,8 Mb
Release : 2016-03-16
Category : Business & Economics
ISBN : 9780077174156

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EBOOK: Principles and Practice of Marketing by JOBBER, DAVID/E Pdf

EBOOK: Principles and Practice of Marketing

Author : David W. Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. Piercy
Publisher : OUP Oxford
Page : 664 pages
File Size : 43,8 Mb
Release : 2012-11-22
Category : Business & Economics
ISBN : 9780191641749

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The Oxford Handbook of Strategic Sales and Sales Management by David W. Cravens,Kenneth Le Meunier-FitzHugh,Nigel F. Piercy Pdf

The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.

Author : Nigel F. Piercy
Publisher : Routledge
Page : 784 pages
File Size : 42,8 Mb
Release : 2016-11-03
Category : Business & Economics
ISBN : 9781135050238

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Market-Led Strategic Change by Nigel F. Piercy Pdf

Market-Led Strategic Change, 5th edition, has been fully revised and updated to reflect the realities of 21st century business and the practical issues for managers in the process of going to market. The world of business has changed dramatically, with a more complex environment, more demanding customers and radical new ways of going to market. This textbook develops a value-based strategy examining the roles of market sensing, customer value, organizational change and digital marketing in the implementation of strategy. This much-anticipated new edition has been carefully updated, now with Nigel Piercy’s unique and clear-sighted views on the latest developments in marketing strategy, retaining Piercy’s insightful, witty and provocative style. The text is supported throughout with brand new case studies from globally recognised companies such as Uber and Volkswagen, and covering topical issues such as the legalisation of marijuana and reinventing the healthcare business. Lecturers are assisted with a newly expanded collection of support materials including PowerPoint slides for each chapter, suggested frameworks for using the case studies in teaching, and case studies from previous editions. If you're an ambitious marketing student or practitioner, whether you are new to strategic change through marketing or just want a different view, this is the book for you. Lecturers will find this engaging, funny, thought-provoking but always practical textbook is a sure way to get your students thinking and enthused.

Author : Chris Leach
Publisher : Springer Nature
Page : 250 pages
File Size : 54,9 Mb
Release : 2022-03-23
Category : Business & Economics
ISBN : 9783030929862

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How to Save the FMCG Industry by Chris Leach Pdf

In the fast-moving consumer goods industry (FMCG), collaboration is often cited as the logical way for suppliers and retailers to create value. Yet, suppliers' experience has shown that doesn’t always happen, due in large part to the power of the retailer and a focus on the short term. In the last thirty years the industry has seen rapid change, with the growth of discounters, online shopping and consolidation of retailers. These changes have brought more opportunities to the industry but also more complexity, challenges and costs to manage for both sides. It’s no secret that retailers have sought to leverage their increasing power with suppliers with never ending discussions of cost reduction, while suppliers attempt to engage them with discussions for longer term growth. This results in tension, with the retailer interested in short term activity and the supplier interested in supporting medium term growth. How can these two parties work together to deliver value to the consumer and shopper and ultimately, support the industry? This book presents first-hand research on how to navigate through these challenges. It identifies new and relevant tools and techniques to develop better, and more valuable collaboration between retailers and suppliers in today’s challenging markets. In this notoriously secretive industry, the full value and opportunities of collaboration between retailer and supplier has yet to be fully accomplished. Traditional ways of working need to change if the industry has a chance of succeeding into the 21st century. With case studies, examples and practical frameworks, this book a brings a focus onto the industry, whilst at the same time providing implementable ideas, suggestions and solutions to improve value creation in this business-to-business context.

Author : Brown, Carlton
Publisher : IGI Global
Page : 431 pages
File Size : 42,5 Mb
Release : 2019-10-25
Category : Business & Economics
ISBN : 9781799816416

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Achieving Peak Sales Performance for Optimal Business Value and Sustainability by Brown, Carlton Pdf

Businesses today face many obstacles, but one major hurdle is optimizing sales performance and achieving peak levels of execution. In recent years, there has been a significant decline in sales performance among businesses internationally. Many professionals attribute this disparity to the lack of attention towards certain business techniques including “Sales Peak Performance” and “Business to Business.” Strategies like this lack empirical validity and further investigation on the implementation of these approaches could significantly impact the business world. Achieving Peak Sales Performance for Optimal Business Value and Sustainability is a collection of innovative research on the methods and applications of various elements that influence sales peak performance including personal, organizational, and symbiotic determinants. While highlighting topics including emotional intelligence, personal branding, and customer relationship management, this book is ideally designed for sales professionals, directors, advertisers, managers, researchers, students, and academicians seeking current research on insights and advancements of business sustainability and sales peak performance.