Leading The Sales Force

Author : René Y. Darmon
Publisher : Cambridge University Press
ISBN 13 : 0521848342
Total Pages : 334 pages
Book Rating : 4.43/5 ( download)

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Download or read book Leading the Sales Force written by René Y. Darmon and published by Cambridge University Press. This book was released on 2007 with total page 334 pages. Available in PDF, EPUB and Kindle. Book excerpt: A guide for sales managers, presenting an integrative vision of the complex sales force system.

Author : Renie McClay
Publisher : John Wiley & Sons
ISBN 13 : 0470552905
Total Pages : 352 pages
Book Rating : 4.02/5 ( download)

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Download or read book Fortify Your Sales Force written by Renie McClay and published by John Wiley & Sons. This book was released on 2010-01-28 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1317359984
Total Pages : 905 pages
Book Rating : 4.82/5 ( download)

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Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2016-04-14 with total page 905 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 0415534615
Total Pages : 575 pages
Book Rating : 4.11/5 ( download)

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Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2013 with total page 575 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It's a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students' ability to make decisions, role plays to allow students to learn by doing, and more Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .

Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1135128367
Total Pages : 574 pages
Book Rating : 4.64/5 ( download)

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Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2013-05-02 with total page 574 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .

Author : M. Merk
Publisher : Springer
ISBN 13 : 1137347449
Total Pages : 220 pages
Book Rating : 4.42/5 ( download)

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Download or read book Luxury Sales Force Management written by M. Merk and published by Springer. This book was released on 2014-02-24 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales team can often make or break the success of new brands or products. This comprehensive guide provides strategies, models and checklists to help managers and directors strengthen the relationships of their firm's sales force with their own or other brands, maximizing turnover and profit in the long run.

Author : Richard Hobart Buskirk
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.04/5 ( download)

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Download or read book Management of the Sales Force written by Richard Hobart Buskirk and published by . This book was released on 1978 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : Jim Pancero
Publisher : John Wiley & Sons
ISBN 13 : 0471763578
Total Pages : 322 pages
Book Rating : 4.74/5 ( download)

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Download or read book You Can Always Sell More written by Jim Pancero and published by John Wiley & Sons. This book was released on 2006-04-20 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Joseph F. Hair (Jr.)
Publisher :
ISBN 13 : 9781119702825
Total Pages : pages
Book Rating : 4.28/5 ( download)

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Download or read book Sales Force Management written by Joseph F. Hair (Jr.) and published by . This book was released on 2020 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: "It's an exciting time to learn about and prepare for a career in sales management - those crucial managers who lead the sales force responsible for generating revenue, i.e., money, which is the lifeblood of any organization. Today, there are more opportunities and challenges for sales managers and their salespeople than at any previous time. Not only are sales managers and salespeople among the most highly paid members of an organization but surveys consistently find that sales jobs are among the most rewarding and satisfying, with the fastest potential routes to senior level management - all the way up to CEO. What's more, few jobs will be as important as those in sales as companies strive to survive and thrive in intensely competitive domestic and global markets. With rapidly advancing technology and ever-evolving tastes and preferences of customers, the sales force will provide an essential connection between selling organizations and their buying organization customers. Today's sales managers must play pivotal, multifaceted roles in planning, organizing, managing, directing, leading, and controlling the sales departments of their organizations. As the critical managers directly responsible for generating revenues and profits, sales managers are responsible for one of the most important of all functions in determining company success"--

Author : Warren Shiver
Publisher : Springer
ISBN 13 : 1137548053
Total Pages : 197 pages
Book Rating : 4.54/5 ( download)

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Download or read book 7 Steps to Sales Force Transformation written by Warren Shiver and published by Springer. This book was released on 2016-04-29 with total page 197 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales force is a company's main engine for driving revenue, one that often requires change to stay competitive and achieve desired results. To improve sales performance, many organizations seek out a 'Silver Bullet'. Transformation is not a one-time, check-the-box event, but a rigorous, ongoing process. Unfortunately, there is no one-off solution to the hard work of transformation. There is, however, a methodology derived from the authors' combined decades of work and their qualitative and quantitative research on sales force transformation. This book provides a practical approach to effect significant, measurable and sustainable transformation in your sales organization. 7 Steps to Sales Force Transformation will help readers determine if their sales organizations need a transformation and if so, how to assess their sales organization's readiness through the analysis of six 'levers' of successful sales transformations. It also guides readers through a series of tasks, analyses, and decisions that will lead to a successful transformation. In particular, the authors will show you how to clarify your sales transformation vision and sell it to upper management, detail methods on how to deploy your vision, offer advice on how to sustain transformation through leadership and communication, and outline current trends that will impact future sales transformation. This book is targeted at anyone who has control over a sales organization or who wants to transform a sales team, including sales managers, sales executives, CEOs, COOs, and others who advise or influence those stakeholders, such as associates at consulting and private equity firms. Through original quantitative research, the authors' own experiences transforming sales organizations, and the lessons learned by a host of sales professionals they interviewed, you will understand how to transform and modernize your sales force to achieve your desired sales results and provide your customers with better service and value.