Roi Selling

Author : Michael Nick
Publisher : Kaplan Publishing
ISBN 13 :
Total Pages : 344 pages
Book Rating : 4.60/5 ( download)

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Download or read book ROI Selling written by Michael Nick and published by Kaplan Publishing. This book was released on 2004-09 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: While basic sales methodologies cover the nuts and bolts of the sales process, this text provides practical tools for turning valuable customer feedback into a compelling case for a company's products and services.

Author : James Lenskold
Publisher : McGraw Hill Professional
ISBN 13 : 0071436103
Total Pages : 287 pages
Book Rating : 4.06/5 ( download)

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Download or read book Marketing ROI written by James Lenskold and published by McGraw Hill Professional. This book was released on 2003-08-22 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: ROI (Return on Investment) is today's key business tool for measuring how effectively money was spent--yet few marketing managers receive any ROI training at all. Marketing ROIchanges all that, showing marketing pros at every level how to use ROI and other financial metrics to support their strategic decision making. This comprehensive book details how an accurate working knowledge of ROI is essential for using the latest marketing measurements, and provides insights for gaining the greatest competitive advantage from the skilled use and understanding of ROI concepts.

Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1136324461
Total Pages : 436 pages
Book Rating : 4.68/5 ( download)

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Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2013-08-15 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : William Miller
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814431925
Total Pages : 258 pages
Book Rating : 4.24/5 ( download)

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Download or read book Proactive Selling written by William Miller and published by AMACOM Div American Mgmt Assn. This book was released on 2012 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: * Qualify and disqualify prospects sooner to focus on the most promising accounts * Examine buyers' motivations from every angle * Quantify the value proposition early * Double the number of calls returned from prospective customers * Appeal to the real decision-makers * Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles * Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the author's 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals-with any company, in any industry.

Author : R. Michael Rose
Publisher : BrownBooks.ORM
ISBN 13 : 161254066X
Total Pages : 148 pages
Book Rating : 4.65/5 ( download)

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Download or read book ROE Powers ROI written by R. Michael Rose and published by BrownBooks.ORM. This book was released on 2012-03-01 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: A common sense guide to thinking and communication styles that will help readers improve business performance. Business is complicated even in the best of times. We are not in the best of times, and it’s more complicated than ever. ROE Powers ROI de-complicates business and provides for clear insight at every level of its organization. As a business owners, consultant, and advisor, Michael has had the advantage of observing both successful and failed businesses and comparing results from the experience. He brings his own empirical, science-based approach to simplify business utilizing the ROE Methodology. ROE, or Return on EnergyTM, was developed to get the right people into the right seats and maximize your organization’s success, or return on investment. Michael’s ability to bring clarity to complex business jargon is so powerful that it serves well as a foundational tool to better understand and process business today. Praise for ROE Powers ROI “Provides the key to ensuring business success in today’s world.” —Vince Poscente, New York Times–bestselling author of The Age of Speed “A new and important contribution to business and management literature. It lays out a compelling vision for how a CEO can get the best and most collaborative outcomes from the management team.” —Charles D. Connor; President and CEO, American Lung Association “Innovative, invigorating, and right-on, Michael Rose’s ROE Powers ROI will enhance the way you think forever. This book should come with a highlighter. Read, reread, and progress.” —Dean Lindsay, author of The Progress Challenge and Creating Progress in a World of Change

Author : Jack J. Phillips
Publisher : McGraw Hill Professional
ISBN 13 : 1260460436
Total Pages : 360 pages
Book Rating : 4.38/5 ( download)

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Download or read book ROI in Marketing: The Design Thinking Approach to Measure, Prove, and Improve the Value of Marketing written by Jack J. Phillips and published by McGraw Hill Professional. This book was released on 2020-10-27 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get your bottom-line results where you want them by putting your marketing campaigns and initiatives to powerful new use Marketing is all about understanding and serving your customers’ needs—but how do you know that your events, campaigns, and communication initiatives are working at top effectiveness? And how can you determine whether your marketing investments are reaping real rewards? ROI (Return on Investment) is a performance measure used to evaluate the efficiency of all types of investments, and in this powerful guide, the team at the ROI Institute offer you a proven method for understanding your own marketing benchmarks as never before. Drawing on real data collected from real cases of real companies in a variety of industries, ROI in Marketing uses a data-driven process to help you measure: Input, including types of projects, audience reach, number of customers, costs, and more Reactions of target groups to products, services, and messages Actions, including how to process and monetize what the target group thinks, believes, and knows Business impact of actions taken by the target group and their influence on sales, new accounts, and profits ROI, monetary benefits of marketing programs compared to costs Intangibles, such as image, reputation, corporate social responsibility, and more Packed with actionable, results-driven processes, ROI in Marketing offers a powerful blueprint for transforming how you interact with your customers to get clear bottom-line results.

Author : Charles Warner
Publisher : John Wiley & Sons
ISBN 13 : 1119477417
Total Pages : 576 pages
Book Rating : 4.19/5 ( download)

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Download or read book Media Selling written by Charles Warner and published by John Wiley & Sons. This book was released on 2020-07-17 with total page 576 pages. Available in PDF, EPUB and Kindle. Book excerpt: The must-have resource for media selling in today’s technology-driven environment The revised and updated fifth edition of Media Selling is an essential guide to our technology-driven, programmatic, micro-targeted, mobile, multi-channel media ecosystem. Today, digital advertising has surpassed television as the number-one ad investment platform, and Google and Facebook dominate the digital advertising marketplace. The authors highlight the new sales processes and approaches that will give media salespeople a leg up on the competition in our post-Internet media era. The book explores the automated programmatic buying and selling of digital ad inventory that is disrupting both media buyers and media salespeople. In addition to information on disruptive technologies in media sales, the book explores sales ethics, communication theory and listening, emotional intelligence, creating value, the principles of persuasion, sales stage management guides, and sample in-person, phone, and email sales scripts. Media Selling offers media sellers a customer-first and problem-solving sales approach. The updated fifth edition: Contains insight from digital experts into how 82.5% of digital ad inventory is bought and sold programmatically Reveals how to conduct research on Google Analytics Identifies how media salespeople can offer cross-platform and multi-channel solutions to prospects’ advertising and marketing challenge Includes insights into selling and distribution of podcasts Includes links to downloadable case studies, presentations, and planners on the Media Selling website Includes an extensive Glossary of Digital Advertising terms Written for students in communications, radio-TV, and mass communication, Media Selling is the classic work in the field. The updated edition provides an indispensable tool for learning, training, and mastering sales techniques for digital media.

Author : Patricia Pulliam Phillips
Publisher : Association for Talent Development
ISBN 13 : 1607285231
Total Pages : 242 pages
Book Rating : 4.36/5 ( download)

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Download or read book Measuring the Success of Sales Training written by Patricia Pulliam Phillips and published by Association for Talent Development. This book was released on 2013-02-28 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: It has never been more important to show examples of sales skills at work. The process to evaluate these skills is sometimes perceived as straightforward and routine, simply a matter of tracking the sales gains after the program has been conducted. But credibly Measuring the Success of Sales Training programs is a bit more involved than that. Experts in the practice of ROI measurement, Jack and Patricia Phillips have collected a new book of ROI case studies, with a focus on sales training programs. The case studies presented in this book demonstrate how to use of the ROI Methodology to properly measure the results of sales programs. These studies come from all over the world, in many different disciplines and concentrations, from financial services to the public sector. The use of the ROI Methodology addresses issues that are sometimes omitted from other casebooks. First, since many other factors influence sales, there must always be a step to isolate the effects of the sales training program on the sales (each study features this step). Second, when converting to monetary value, only the profit margins of increased sales must be used, not the sales themselves—a mistake made by many. Third, the stream of monetary benefits for the increased profits must be conservative, usually representing only one year. Sponsors need a credible, conservative approach to measuring ROI—one that meets these challenges. All of the case studies in this book will address these issues, providing examples and benchmarks for others to use to evaluate these important types of programs.

Author : Larry Sternlieb
Publisher : Morgan James Publishing
ISBN 13 : 1600374425
Total Pages : 241 pages
Book Rating : 4.25/5 ( download)

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Download or read book Selling in the Real World written by Larry Sternlieb and published by Morgan James Publishing. This book was released on 2008-11-01 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you a seasoned salesperson in search of something to take you to the next level? A mid-range seller who could use pointers that really work? Or even someone newly considering sales as a career? If so, then Selling in the Real World is a book you simply must have, read, and put into practice. Filled with 'real world' examples, Selling in the Real World by Top Salesman Larry Sternlieb gives examples that work and provides direction that closes deals and makes sales. Selling in the Real World contains the same well-thought-out, complete, and effective sales program that has been well received and strongly recommended by the participants who attend Larry Sternlieb Seminars. if you only buy one book this year on How to Have a great and Successful Career in Sales, Selling in the Real World should be your hands-down first choice!

Author : Robert Rachlin
Publisher : M.E. Sharpe
ISBN 13 : 9780765600141
Total Pages : 420 pages
Book Rating : 4.45/5 ( download)

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Download or read book Return on Investment Manual written by Robert Rachlin and published by M.E. Sharpe. This book was released on 1997 with total page 420 pages. Available in PDF, EPUB and Kindle. Book excerpt: A comprehensive, concise manual providing business professionals with tools and strategies for making investment decisions. Covers the latest techniques and practical applications in such company activities as pricing, capital investments, working capital, human resources, shareholder value, marketing, cash management, cost control, break-even, cost of capital, inventory control, receivables management, leasing, and establishing ROI rates for segments of the business and the total company. Annotation copyrighted by Book News, Inc., Portland, OR