Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Author: John DeVincentis
Publisher: McGraw Hill Professional
Total Pages: 320
Release: 1999-02-05
Genre: Business & Economics
ISBN: 0071371265
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In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.

Rethinking The Sales Force

Rethinking The Sales Force
Author: Rackham
Publisher:
Total Pages:
Release: 2004-09-01
Genre:
ISBN: 9780070594135
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Building a Winning Sales Force

Building a Winning Sales Force
Author: Andris A. ZOLTNERS
Publisher: AMACOM Div American Mgmt Assn
Total Pages: 498
Release: 2009-02-11
Genre: Business & Economics
ISBN: 0814410421
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Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organi­za­tions. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effec­tive­ness • attract and retain the best salespeople • design incen­tive compensation plans • set goals • manage sales perform­ance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

Contemporary Selling

Contemporary Selling
Author: Mark W. Johnston
Publisher: Routledge
Total Pages: 648
Release: 2016-02-19
Genre: Business & Economics
ISBN: 1317360826
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Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

A Reader in Marketing Communications

A Reader in Marketing Communications
Author: Philip Kitchen
Publisher: Routledge
Total Pages: 300
Release: 2020-08-26
Genre: Business & Economics
ISBN: 1000143260
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Combining seminal papers on marketing communications with incisive commentary and overviews from the editors, case studies and student question and answer sections, this text provides a uniquely global perspective on this topical subject. It can be used as a supplement to textbooks on marketing communications, or as an excellent stand-alone text to give greater instruction and insight into key elements of the twenty-first century promotional mix. Providing a one-stop reference for all those studying marketing communications, this reader tackles the subject from an international perspective. Each chapter is introduced by one of the four editors, each editor being from a different core geographic area – the USA, the Pacific Rim, mainland Europe, and the UK. At the end of each paper questions are posed to test the student readers. Academically rigorous, this essential book contributed to by recognized experts will be a valuable reference for undergraduates and graduates of marketing, communications, business and management.

Rethinking Sales

Rethinking Sales
Author: Marco Giunta
Publisher: Rethinking Sales
Total Pages: 226
Release: 2010-08-17
Genre: Business & Economics
ISBN: 0557509769
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Building Sales One Relationship At A Time It's no surprise that the world of sale today is more challenging than ever. How, then, can you become that salesperson who stands out among the rest? How can you break through the sales stereotypes and improve client relationships? Salespeople all over the world all have one thing in common - the desire to make money. But also, they want to feel respected and confident in the work that they do. Rethinking Sales opens a new door into the sales arena, and encourages you to understand on a deeper level the entire sales process - from how to make that first impression, to keeping your clients coming back for more. It works for anyone at any stage in their career, and shows how each step of the "sales process" is important in reaching your goal, and ultimately, making the most money that you can. check out RethinkingSales.com and Marcogiunta.com

#Plan to Win Tweet

#Plan to Win Tweet
Author: Ron Snyder
Publisher: Happy About
Total Pages: 147
Release: 2011-08-17
Genre: Business & Economics
ISBN: 1616990694
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A sound territory/strategic account plan is essential to make the best use of your limited time and resources--especially in business-to-business selling. And, the effective execution of your plan will enable you to produce better results. To help accomplish your goals in this challenging environment, this book explores a broad range of sales strategy topics focused on developing and executing a winning plan, including: Leveraging industry trends in your market segment, geography, and vertical industry segment Growing high leverage customers Penetrating new accounts, such as high-probability target prospects Working with partners to improve results Developing and implementing your action plan Ensuring the right level of management engagement#PLAN to WIN tweet Book01" is designed to help new and experienced sales people and sales managers do a better job of territory planning, strategic account planning, and partner management. Further, the methods outlined will enable readers to dramatically improve their sales effectiveness and results. If you are an account manager, the material in this book will enable you to: Create insightful and achievable territory and target account plans Enhance or improve existing plans Develop and deploy winning strategies to penetrate and retain key accounts Improve your time and territory management for maximum returnIf you are a sales manager, this book will help you: Adopt/adapt proven planning tools into current practices Provide better sales coaching to your sales team on planning techniques Better monitor your sales team's leading indicators, wins and losses to respond quickly, and fine-tune your approach Improve sales and marketing alignment Manage change to enhance your team's sales productivity"#PLAN to WIN tweet Book01" is part of the THiNKaha series whose 112-page books contain 140 well-thought-out quotes (tweets/ahas).

The Growth Leader

The Growth Leader
Author: Scott K. Edinger
Publisher: Greenleaf Book Group
Total Pages: 161
Release: 2023-10-24
Genre: Business & Economics
ISBN: 1639080481
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WALL STREET JOURNAL BESTSELLER USA TODAY BESTSELLER Growth is a leadership issue, not a sales issue. However you define business growth—total revenue, net income, margin expansion, number of products and services, or customer loyalty—sustained and strategic growth requires an organization to do more than sell by simply communicating the value of its products or services. It must create value in the way it sells by delivering a compelling experience that adds value beyond the product itself. As a leader, it’s your job to build and guide that experience. The Growth Leader reveals how top executives create profitable growth through the intersection of strategy, leadership, and sales. With a clear strategy, inspiring leadership, and aligned sales, powerful leaders understand that true competitive advantage doesn’t come from innovation alone but belongs to companies that use their sales organization to add and create value. In this leadership guide, you’ll learn how to ensure growth strategy is aligned at every level of the company, from boardroom initiatives to daily customer interaction. ​Best-selling leadership author and business growth consultant Scott K. Edinger helps CEOs and leaders intentionally and strategically engage with the customer experience to differentiate, innovate, cultivate loyalty, and grow. With this growth strategy mindset, your teams will know what they’re supposed to be doing, have the skills to accomplish their work at a high level, and be properly supported by systems, process, and environment. But they can only do all this if you lead them. Are you ready to be a Growth Leader?

The Architecture Student's Handbook of Professional Practice

The Architecture Student's Handbook of Professional Practice
Author: American Institute of Architects
Publisher: John Wiley & Sons
Total Pages: 1030
Release: 2011-09-26
Genre: Architecture
ISBN: 1118174216
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Written by The American Institute of Architects, this is the definitive textbook on practice issues written specifically for architecture students. Specifically written for emerging architects, this is the first unabbreviated guide specifically for architecture students about to begin their careers. It is required reading in a professional practice course that architecture students must take within their final two years of school.

Electronic Customer Relationship Management

Electronic Customer Relationship Management
Author: Jerry Fjermestad
Publisher: Routledge
Total Pages: 225
Release: 2015-05-15
Genre: Business & Economics
ISBN: 1317472195
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This work offers a state-of-the art survey of information systems research on electronic customer relationship management (eCRM). It provides important new frameworks derived from current cases and applications in this emerging field. Each chapter takes a collaborative approach to eCRM that goes beyond the analytical and operational perspectives most often taken by researchers in the field. Chapters also stress integration with other enterprise information systems. The book is organized in four parts: Part I presents an overview of the role of CRM and eCRM in marketing and supply chain management; Part II focuses on the organizational success factors behind eCRM implementation; Part III presents cases of eCRM performance enhancement; and Part IV addresses eCRM issues in business-to-consumer commerce.