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Author : Howard Stevens,Theodore Kinni
Publisher : Simon and Schuster
Page : 192 pages
File Size : 47,5 Mb
Release : 2006-11-29
Category : Business & Economics
ISBN : 9781605508474
A Simon & Schuster eBook. Simon & Schuster has a great book for every reader.
Author : Prentice Hall PTR
Publisher : Bureau of Business Practice
Page : 128 pages
File Size : 42,9 Mb
Release : 1990-10-01
Category : Electronic
ISBN : 0137898010
Author : Holger Dannenberg,Dirk Zupancic
Publisher : Springer Science & Business Media
Page : 233 pages
File Size : 46,6 Mb
Release : 2010-11-02
Category : Business & Economics
ISBN : 9783834987822
"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 : Anonim
Publisher : Aspen Publishers
Page : 178 pages
File Size : 45,5 Mb
Release : 1990
Category : Sales management
ISBN : 0876220898
Author : Christian Homburg,Heiko Schäfer,Janna Schneider
Publisher : Springer Science & Business Media
Page : 316 pages
File Size : 49,7 Mb
Release : 2012-10-24
Category : Business & Economics
ISBN : 9783642291692
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 : Patrick Forsyth
Publisher : Management Pocketbooks
Page : 114 pages
File Size : 54,6 Mb
Release : 2015-09-16
Category : Business & Economics
ISBN : 9781907077432
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 : Will Gray
Publisher : Unknown
Page : 84 pages
File Size : 49,9 Mb
Release : 2021-02-21
Category : Electronic
ISBN : 9798596938654
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 : John Pennington
Publisher : CreateSpace
Page : 196 pages
File Size : 42,8 Mb
Release : 2015-10-20
Category : Electronic
ISBN : 1505481570
Field Sales Excellence covers all the skills you need to be a top salesperson, in a readable and highly practical manner. From how to find the ideal prospects and advance the sale, to strategies for building long-lasting business relationships, this workbook takes you, with straightforward tips and advice, through all the steps to make the sales process work in your favour. You learn how to make stunning sales presentations, how to negotiate for win-win outcomes, and the best techniques for understanding and handling objections. Not least, you get tried and proven closing techniques, which you can start applying right away. With its abundance of ideas, examples, and tools, Field Sales Excellence quickly becomes indispensable to any successful sales person.
Author : Robert Rogers Blake,Jane Srygley Mouton
Publisher : McGraw-Hill Companies
Page : 234 pages
File Size : 45,9 Mb
Release : 1970
Category : Business & Economics
ISBN : UVA:X000148536
Author : Ferdinand M. Ibezim
Publisher : Unknown
Page : 224 pages
File Size : 52,8 Mb
Release : 2019-08-21
Category : Business & Economics
ISBN : 9789620357
Selling Rests On Seven Critical Pillars: Pillar One: Develop your competence by acquiring sufficient knowledge about your products and services, understand your target market, have sufficient information about your competitors, and master your marketing and sales strategy.Pillar Two: Identify, target and gain access to those who need and want your products and services; will derive value from your products and services; and who have the capacity and authority to acquire them. Make sufficient contacts, secure enough referrals and introductions.Pillar Three: Make presentations to the prospects by communicating the features, benefits, value proposition and competitive advantages of your products and services. This pillar also involves dealing with the objections and concerns of prospects.Pillar Four: Follow up and reinforce your value proposition; until you win the customer.Pillar Six: Manage the customers, deepen the relationship, achieve customer loyalty and cross sell to existing customers.Pillar Seven: Make customers your advocates, and use them to secure new contacts and businesses.Are you a new or an experienced business development professional? This book offers you practical tips and techniques to help you find those who need what you have and have what you need. The book is loaded with easy to apply tools, processes and systematic steps to plan your sales activities, make sales presentations, negotiate with different buyer types, deal with objections, manage your sales efforts, win and retain customers. This practical and easy to read book identifies all that you need to know, the skills to develop and the right sales attitude to excel in today's highly competitive market space.
Author : Steve Gold
Publisher : Createspace Independent Publishing Platform
Page : 92 pages
File Size : 49,6 Mb
Release : 2015-12-01
Category : Business & Economics
ISBN : 1519627661
Learn The Simple Secrets Of How To Sell To Anyone Today! Are your sales figures not what you'd like them to be? Do you have trouble connecting with or convincing potential customers to buy? Tired of missing out on clinching the deal at the final close? If you answered yes to any of these questions, or if you simply want to be a better all-around sales person, then this book has the answers you're looking for! In this book, we will cover exactly how to achieve sales excellence and how you can sell anything to anyone in just 7 simple steps! In these 7 steps we'll look more closely at a whole host of ideas in order to shed light on: Understanding the importance of thorough product knowledge and how to achieve it Why the old adage "The customer comes first" is of vital importance and how you can make your customers feel special How to truly understand your market inside-out How to overcome a fear of rejection and deal with it productively when it happens The art of the effortless close & just how to implement it The importance of assessing your own strengths & weaknesses - Includes complete self-evaluation exercise! The importance Of learning from the greats - Inspiring quotes from sales superstars! You will see that becoming an effective salesperson is not so much a question of natural ability, but rather it comes about by following a simple set of rules and by holding the right mindset. Once you understand these core principles and you begin to incorporate them into your sales activities, they will undoubtedly go a long way to helping you become a truly top-tier salesperson!
Author : Jane Leadbetter
Publisher : Management Books 2000
Page : 0 pages
File Size : 54,7 Mb
Release : 2011-02
Category : Customer services
ISBN : 1852526718
Every retailer knows that the key to their success is excellent customer service, but given the transient nature of sales staff this is sometimes hard to achieve. The book is divided into four sections: 1) The business: how to secure the belief and buy-in of the senior team/owner to commit to a sales and service culture. 2) The people: how to recruit, develop and reward frontline salespeople. 3) The environment: delivering the back-up required from those working behind the scenes. 4) The sale: how to make the most of every sales and service opportunity. This book shows readers how to embed a service culture that will make the most of every customer interaction to promote long-term business success.
Author : Robert Rogers Blake,Jane Srygley Mouton
Publisher : McGraw-Hill Companies
Page : 264 pages
File Size : 51,5 Mb
Release : 1980
Category : Business & Economics
ISBN : UOM:35128001945821
Author : Brad Jeavons
Publisher : CRC Press
Page : 202 pages
File Size : 44,9 Mb
Release : 2020-04-23
Category : Business & Economics
ISBN : 9781000056525
If you ever wondered if Agile methodology can be applied to a sales environment, then this is the book for you. A step-by-step process explained from the point of view of someone who has walked the walk, not just talked the talk. A compelling read for anyone who wants to elevate their sales approach above the crowd. –Ken Aitken Managing Director, SmartFreight The sales function, once believed to be exempt from the requirement to practice continuous improvement, is struggling. Now shaken by the age of e-commerce, sales teams are looking for answers. Agile Sales provides a path forward. –Robert Hafey Author, Lean Safety and Lean Safety Gemba Walks The Agile philosophy has grown and achieved success initially through the technology design and development teams of some of the world’s largest, most successful organizations. Recently, it has been adopted by the marketing departments of these organizations and others, and new techniques are evolving for defining, engaging, and providing customers with amazing and unique experiences. Sales teams are becoming disrupted by technology and the differentiated experiences marketing teams are providing for their customers online using Agile techniques. Sales organizations have been looking for a way to avoid disruption and get back into the game with value. Sales teams are now beginning to adopt Agile, which is enabling these teams to revolutionize the way they engage customers with value and delightful experiences that result in greater value for the customers and themselves. This book outlines how Agile can help sales teams develop a culture of innovation focused on their customers. This book takes the reader through the customer’s buying journey (Agile technique), outlining tips and tricks that have come from Agile deployments within sales functions to help them get started. The key benefit for the reader is the introduction of a proven philosophy and techniques that will help them avoid disruption, elevate themselves from the commodity trap, and achieve success again. This book provides the reader with insights into how to achieve sustainable change using real-life case examples. The reader will also experience enjoyment and delight from the stories told and case examples provided.
Author : Patrick Forsyth
Publisher : Pocketbooks
Page : 105 pages
File Size : 43,6 Mb
Release : 1999-05
Category : Selling
ISBN : 1870471571
Maximize the effectiveness of your next sales meeting. How to make the right initial impression, to discover customer needs, present the best possible case and close successfully. Plus tips and techniques on preparing for the sales meeting and effective follow-up.