High Performance Sales Organizations
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High Performance Sales Organizations Creating Competitive Advantage In The Global Marketplace
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Author : Darlene Coker
language : en
Publisher: McGraw Hill Professional
Release Date : 1999-11-16
High Performance Sales Organizations Creating Competitive Advantage In The Global Marketplace written by Darlene Coker and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999-11-16 with Business & Economics categories.
"A must-read for the business leader of today and tomorrow."--John G. O'Neill, Vice President, 3M Canada. High Performance Sales Organizations defined the true nature of market-focused sales and service operations, and helped push sales organizations into the 21st century. This essential guide includes three new chapters that highlight the latest computer and communications technologies and updates the comprehensive research, charts, and checklists that have made it so indispensable.
High Performance Selling
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Author : Anthony S Chaine
language : en
Publisher:
Release Date : 2019-12-03
High Performance Selling written by Anthony S Chaine and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-12-03 with categories.
Whether you are an accomplished sales executive leading a large organization or a sales manager leading a team, your ability to remove obstacles and speed the sales process will determine your success. High-Performance Selling is geared for the sales leader who has to persuade others to work as a sales force of one. Written in a straightforward fashion by veteran sales management consultant Anthony Chaine, this book shows you how to: - lead sales organizations- build solid sales operation- improve cross-functional team cooperation- build better hiring and recruiting systems- develop a sales culture that drives performance- empowers your sales managers to create winning teams"I have worked with Anthony, and I can say firsthand, his leadership style has had a profound impact on every level of our organization. His approach is profoundly visionary and hugely influential. I highly recommend Anthony, his approach, and his book."-Antonio Casanova, CEO of NOVAPAY"World-class selling is about aiding customers to make better choices. Anthony's inspiring stories and honest advice provides insight that sales leaders at every level can use to their benefit. High-Performance Selling is a thought-provoking, good read on an important subject."-Tom Howard, Managing Director TM Cards Networks"Your success as a leader is as good the success of your sales teams. Anthony shows you how to make the right decisions to lead your sales organization towards peak performances while eliminating bottlenecks to keep your sales organization moving toward significance."-Brian Luc, Vice President of Business OperationsAnthony Chaine is an expert in sales management and leadership. He has won multiple awards as a quota carrying sales leader, trainer, and instructor. He is the founder and the CEO of Elite Sales Leadership Consulting LLC. He specialized in management and sales training. Visit asalesleader.com for tools and resources as well as information on your seminars and coaching programs.
High Performance Sales Organizations
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Author : Darlene Coker
language : en
Publisher: McGraw Hill Professional
Release Date : 2000
High Performance Sales Organizations written by Darlene Coker and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000 with Business & Economics categories.
"A must-read for the business leader of today and tomorrow."--John G. O'Neill, Vice President, 3M Canada. High Performance Sales Organizations defined the true nature of market-focused sales and service operations, and helped push sales organizations into the 21st century. This essential guide includes three new chapters that highlight the latest computer and communications technologies and updates the comprehensive research, charts, and checklists that have made it so indispensable.
5 Fundamentals For The Wholesale Distribution Sales Manager
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Author :
language : en
Publisher: Natl Assn Wholesale-Distr
Release Date : 2007
5 Fundamentals For The Wholesale Distribution Sales Manager written by and has been published by Natl Assn Wholesale-Distr this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007 with Business & Economics categories.
Sales Management
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Author : Thomas N. Ingram
language : en
Publisher: Taylor & Francis
Release Date : 2024-01-22
Sales Management written by Thomas N. Ingram and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-01-22 with Business & Economics categories.
This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. The new 11th edition includes: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies Updated end-of-chapter cases with application questions, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager Updated ethical dilemmas for students to practice ethical decision making Revised ‘Sales Management in Action’ boxes Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.
Sales Management Control Territory Design Sales Force Performance And Sales Organizational Effectiveness In The Pharmaceutical Industry
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Author : Eric Longino
language : en
Publisher: Universal-Publishers
Release Date : 2009
Sales Management Control Territory Design Sales Force Performance And Sales Organizational Effectiveness In The Pharmaceutical Industry written by Eric Longino and has been published by Universal-Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with Business & Economics categories.
Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.
The Harvard Business Review Sales Management Handbook
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Author : Prabhakant Sinha
language : en
Publisher: Harvard Business Press
Release Date : 2024-10-22
The Harvard Business Review Sales Management Handbook written by Prabhakant Sinha and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-10-22 with Business & Economics categories.
Sales leadership essentials for an era of rapidly advancing digital technology. Managing an effective sales organization is key to revenue generation, customer satisfaction, and business results. But whether you're a sales manager or leading a large sales force, it's increasingly challenging to balance success today with driving the digital sales transformation that will position your team for the future. With actionable insights and examples from many industries worldwide, the HBR Sales Management Handbook provides the resources you need to build value for your company, your customers, and your sales teams. The book covers the fundamentals every sales manager needs to know and explores today's most challenging issues around digital: bringing value to informed and self-sufficient customers while managing the business; hiring, developing, and retaining the best talent; managing sales in the remote, multichannel world; using AI and analytics to support critical decisions; navigating change with continuous improvement; and building the next generation of sales information hubs. Your job as a sales leader is vast and dynamic. This handbook is a collection of proven and forward-looking ideas to help you, your salespeople, and your customers win. HBR Handbooks provide ambitious professionals with the frameworks, advice, and tools they need to excel in their careers. With step-by-step guidance, time-honed best practices, and real-life stories, each comprehensive volume helps you to stand out from the pack—whatever your role.
Your Sales Management Guru S Guide To Recruiting High Performance Sales Teams
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Author : Ken Thoreson
language : en
Publisher: Sales Gravy Press
Release Date : 2010-12
Your Sales Management Guru S Guide To Recruiting High Performance Sales Teams written by Ken Thoreson and has been published by Sales Gravy Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-12 with Business & Economics categories.
Hire the Best, Not Just the Best Available What's the number challenge for sales leaders and sales organizations? Recruiting and hiring top talent. While most sales organizations focus on creating a sales process to increase sales performance, they fail to develop an effective recruiting and interviewing process that attracts top talent. Then they wonder why their sales training and sales process didn't work! Finally there is a definitive resource designed to help individual sales leaders and entire organizations attract, recruit and hire high-performing salespeople. In Sales Management Guru's Guide to Recruiting High-Performance Sales Teams you'll get detailed interview scorecards, interviewing questions, and sample job descriptions. Plus a bonus section dedicated to the new hire on-boarding process. You'll also learn . . . How to develop your ideal salesperson profile How to create a sales candidate funnel Where to find top sales talent Why many sales managers get fired in less than 18 months How an Interview Scorecard screens out the "empty suit's" How to take emotion out of the interview process Why and how to use a sales case study to evaluate your candidates How to use sales assessments and why they are an important factor in selection How to properly conduct a telephone interview and use scoring list to assess talent How to use social media to evaluate sales candidates And much more . . . Praise for Your Sales Management Guru's Guide "If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies "Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power Principles About The Author Ken Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.
Selling Through Someone Else
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Author : Robert Wollan
language : en
Publisher: John Wiley & Sons
Release Date : 2013-01-14
Selling Through Someone Else written by Robert Wollan and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-01-14 with Business & Economics categories.
Experience the growth multiplier effect through transforming the distribution and sales network Selling Through Someone Else tackles new opportunities to drive company growth by taking a fresh look at the customer smart distribution and sales process. The authors, from Accenture, one of the world's largest consulting companies, explain how companies can be smarter about what their customers truly want and maximize the return on investment from all available resources for growth opportunities by exploring creative distribution options, including leveraging partners, online outlets, iPads/tablets, your traditional sales force, and more. Selling Through Someone Else demonstrates that traditional approaches are no longer effective and how, by capitalizing on converging forces, companies can transform their "sales" approaches to grow revenue, and enhance customer and brand loyalty. Explores how globalization, new competitors, and low-cost threats are reshaping the way sales is happening today, and how to prepare your company to be successful in this new dynamic and iterative selling model Shows how analytics, the shift to digital selling and mobile sales tools, and new approaches to sales operations can reshape the entire sales function Demonstrates how new ecosystems of partners are created, managed, and incented to drive greater sales and profitability Accenture has helped numerous clients collaborate across IT, Sales, and Marketing to dramatically grow distribution and adapt to the different "playing field" of today. Selling through Someone Else applies the trends and lessons learned from Fortune 500 and Global 500 companies to mid-sized enterprises and small-medium businesses owners.
Building A Winning Sales Force
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Author : Andris A. Zoltners
language : en
Publisher: Amacom
Release Date : 2009-03-06
Building A Winning Sales Force written by Andris A. Zoltners and has been published by Amacom this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-03-06 with categories.
For current and aspiring sales leaders who want to maximize the effectiveness of their sales force, this innovative guide shows you how to overcome the obstacles that hold other sales organizations back.