A Abeele, P.V. 183 Anderson, E. 76, 152, 269,272, 305 Anderson, R.E. 39 Armstrong, G.M. 180 Arnold, ... D.W. 7, 30, 181–2, 183, 315 Cron, W.L. 255,314 Croner, 203, 217 Cronin, J.J. 106 Crosby, L.A. 48, 106 Cuddihy, L. 26, 39 Cunningham, ...
This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing.
Executive: Well, you know that this major account doesn't actually consume the product that we sell them—they bundle it with their own products and resell it to their customers as a packaged solution. The end customer knows us by name ...
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.
Packed with all new metrics and tactics for making the numbers in today’s sales environment, ProActive Sales Management is an invaluable resource for this brand of highly in-demand leaders.
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.
First, iden- tify the primary internal motivators of your team members. Second, lay the foundation for an environment that brings out the best in them. Identifying Motivators Of course, various instruments exist that seek to identify ...
Sales Management
Other paperback titles in the series include: Finance and Accounting for Nonfinancial Managers Mergers & Acquisitions Corporate Strategy
Praise for SALES MANAGEMENT SUCCESS "This is the first book in decades that offers a complete set of practical plans, templates, and checklists for hiring, training, coaching, and counseling salespeople and leading them to peak performance.
Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control.