This textbook prepares students to become effective sales managers in today's hyper-competitive, global economy which it does by integrating current technology, research, and strategic thinking activities.
Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you.
Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control.
This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day.
Sales Management offers a global perspective on the opportunities and issues facing today's sales managers.
Even Professionals In Marketing, Sales, Finance And Production/Purchasing Would Find This Easy-To-Understand Book Valuable.The Main Topics Covered In The Book Include :Introduction; Salesmanship And Themes Of Selling; Sales Promotion; ...
Sales trainer extraordinaire Brian Tracy has spent years studying the world’s best salespeople and their methods to discover that the difference between the top 20 and the bottom 80 boils down to only a handful of critical areas in which ...
Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right ...
In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise.
Analysis and Decision Making Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker Jr., ... 173 HSBC 223, 224 Hudgins, Tom 131¥2 hunters 18, 32, 105 hybrid sales organization 90,91, 107 IBM 173,289 immoral ...
This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources ...