Sales Excellence
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Sales Excellence
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Author : Christian Homburg
language : en
Publisher: Springer Science & Business Media
Release Date : 2012-10-24
Sales Excellence written by Christian Homburg and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-24 with Business & Economics categories.
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.
Achieve Sales Excellence
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Author : Howard Stevens
language : en
Publisher: Simon and Schuster
Release Date : 2006-11-29
Achieve Sales Excellence written by Howard Stevens and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-11-29 with Business & Economics categories.
Increase your business’s sales with these seven essential practices salespeople and organizations must embrace to thrive in today’s competitive marketplace. Companies today are struggling to find the one thing that matters in today’s competitive marketplace. Price? Quality? Innovative product features? While all of the above factors certainly influence a customer’s buying decision, none of them is the most influential factor. What is? The employee who has the most power to make or break your company’s bottom line and influence its customers—the salesperson. Achieve Sales Excellence examines the paradigm of business-to- business sales. This book is based on the results of a fourteen-year study, which asked business customers—the key constituent group of professional salespeople—to define the qualities of world-class salespeople and organizations. It offers unmatched insights into sales performance issues and the practices sales professionals and organizations must embrace to become world-class sales forces.
Sales Excellence Pocketbook
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Author : Patrick Forsyth
language : en
Publisher: Management Pocketbooks
Release Date : 2015-09-16
Sales Excellence Pocketbook written by Patrick Forsyth and has been published by Management Pocketbooks this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-16 with Business & Economics categories.
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'.
Field Sales Excellence
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Author : John Pennington
language : en
Publisher: CreateSpace
Release Date : 2015-10-20
Field Sales Excellence written by John Pennington and has been published by CreateSpace this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-10-20 with categories.
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.
Success Blueprint Unleashing Your Potential For Sales Excellence
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Author : Thaddeus Downs
language : en
Publisher: Yetunde Muyibat Kenku
Release Date :
Success Blueprint Unleashing Your Potential For Sales Excellence written by Thaddeus Downs and has been published by Yetunde Muyibat Kenku this book supported file pdf, txt, epub, kindle and other format this book has been release on with Business & Economics categories.
Written in an easily understandable structure, this book provides valuable insights and strategies to skyrocket your sales career. Discover how this blueprint taps into your dormant abilities and equips you with the essential tools needed to excel in the competitive world of sales. Unleash your untapped potential and pave the way to becoming a sales superstar with this transformative blueprint.
The Critical Pillars Of Sales Excellence How To Prospect Sell And Win Customers
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Author : Ferdinand M. Ibezim
language : en
Publisher:
Release Date : 2019-08-21
The Critical Pillars Of Sales Excellence How To Prospect Sell And Win Customers written by Ferdinand M. Ibezim and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-08-21 with Business & Economics categories.
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.
The Grid For Sales Excellence
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Author : Robert Rogers Blake
language : en
Publisher: McGraw-Hill Companies
Release Date : 1980
The Grid For Sales Excellence written by Robert Rogers Blake and has been published by McGraw-Hill Companies this book supported file pdf, txt, epub, kindle and other format this book has been release on 1980 with Business & Economics categories.
42 Rules To Increase Sales Effectiveness
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Author : Michael Griego
language : en
Publisher: Happy About
Release Date : 2009
42 Rules To Increase Sales Effectiveness written by Michael Griego and has been published by Happy About this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with Business & Economics categories.
If you are a professional salesperson, sales manager or director, VP of sales, CEO, any role in marketing, or anyone supporting selling efforts, this book is for you. It will teach you updated tools, language and tactics of selling in today's market. Michael Griego, a professional sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the keys to sales effectiveness to 42 rules. These rules have been road tested over 28 years of personal sales and management experience and close observation of many salespeople and sales organizations. These rules apply to all selling efforts, from high-tech enterprise sales to non-technology sales. Sales isn't rocket science, but it's not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh. This book, 42 Rules to Increase Sales Effectiveness (2nd Edition), upgrades and adjusts foundational rules for today's business environment to increase the overall sales effectiveness of individuals or teams. In '42 Rules to Increase Sales Effectiveness (2nd Edition), ' you will learn: The Effective Sales Perspective The Effective Sales Process The effective Salesperson Effective Territory Management Effective Sales Communication The Effective Sales Meeting Effective Sales Closing This book will challenge standard conventions while reinforcing best practices that have gotten lost in the recent advancement of new technologies and modern tools. It's a great read for any professional to confirm that their own "salesmanship" is still on target and appropriately current. Use this as your own handbook to reset on key best-practices for the new day or teach a new generation 42 nuggets and practical applications of this fascinating activity called Sales.
108 Sales Questions
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Author : Subramanian Chandramouli
language : en
Publisher: Notion Press
Release Date : 2024-04-11
108 Sales Questions written by Subramanian Chandramouli and has been published by Notion Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-04-11 with Business & Economics categories.
This book talks about the questions an entrepreneur or a sales executive will have in his/her mind with respect to Sales. These are not the sales questions you ask the customer. These are the questions you ask yourselves to get clarity. Getting answers to these questions will help you do your sales better. I have also answered all the 108 sales questions. My answers are only my perspective. It may or may not be right. You should get answers for your context. More than answers, these questions are very important. I am hoping these questions will help you get more clarity and improve your sales.
The Grid For Sales Excellence
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Author : Robert Rogers Blake
language : en
Publisher: McGraw-Hill Companies
Release Date : 1970
The Grid For Sales Excellence written by Robert Rogers Blake and has been published by McGraw-Hill Companies this book supported file pdf, txt, epub, kindle and other format this book has been release on 1970 with Business & Economics categories.