Author: Alfredo Finnley
Publisher: States Academic Press
ISBN: 9781639898046
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
Sales refer to the activities related to the promotion and selling of goods and services. Persuasion is a key aspect of selling. Sales form a separate department in a corporate structure, which employs specialist operatives such as sales representatives, who are responsible for building a business through sales. They sell retail goods, services and products to customers. At the center of sales success is the ability to collect and provide information such that clients are persuaded to do business with the organization. Therefore, good and effective communication skills are crucial to become a sales representative. Finding sales leads through client referrals and business directories, and visiting clients in the field are some of their core responsibilities. This book provides a comprehensive guide on how to become a successful sales representative. It attempts to understand the multiple techniques and strategies of sales and how such concepts have practical applications. Those with an interest in sales will find this book full of crucial and unexplored concepts.
Author: Mike Swedenberg
Publisher: iUniverse
ISBN: 0595179436
Category : Business & Economics
Languages : en
Pages : 306
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Book Description
PURPOSE OF THIS BOOK: IS SELLING FOR YOU? The scope of this book is to provide a practical guide for the day-to-day operation of a sales representative in a territory. This handbook is useful to all salespeople regardless of experience. It doesn’t matter if you work for a large or small corporation. You could be commissioned, salaried or self-employed. This book can help you.
Author: Todd Bearden and Larry Martin
Publisher: iUniverse
ISBN: 1440109451
Category : Business & Economics
Languages : en
Pages : 102
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Book Description
The most updated, comprehensive, real world, field manual on modern day pharmacuetical sales available today. This handbook was written by reps for reps. It was designed with you in mind, those that are out in the field everyday; selling and driving business for your company. This is not a handbook for getting into the industry or how to interview for your next pharmaceutical sales job, it is a boots on the ground field manual for success in this field, updated to include what the environment is like today and what it will be like in 5 years. As a retired military officer, I wish I had this book when I entered the industry eight years ago. Now you have the opportunity to hit the ground running with this field book, providing detailed information from being a standout in training to driving your sales beyond the competition in your first year in the field.
Author: Gerardus Blokdyk
Publisher: 5starcooks
ISBN: 9781867302896
Category :
Languages : en
Pages : 310
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Book Description
How many ad sales representatives do you need? How much influence do sales representatives have on other physicians prescribing ? How many tools do you provide for the sales representatives? How do your sales representatives differentiate your products from the competition? How long does it take to onboard sales representatives and get them ready to sell? This instant Sales Representative self-assessment will make you the principal Sales Representative domain assessor by revealing just what you need to know to be fluent and ready for any Sales Representative challenge. How do I reduce the effort in the Sales Representative work to be done to get problems solved? How can I ensure that plans of action include every Sales Representative task and that every Sales Representative outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Representative costs are low? How can I deliver tailored Sales Representative advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Sales Representative essentials are covered, from every angle: the Sales Representative self-assessment shows succinctly and clearly that what needs to be clarified to organize the required activities and processes so that Sales Representative outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Representative practitioners. Their mastery, combined with the easy elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Representative are maximized with professional results. Your purchase includes access details to the Sales Representative self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows you exactly what to do next. Your exclusive instant access details can be found in your book. You will receive the following contents with New and Updated specific criteria: - The latest quick edition of the book in PDF - The latest complete edition of the book in PDF, which criteria correspond to the criteria in... - The Self-Assessment Excel Dashboard - Example pre-filled Self-Assessment Excel Dashboard to get familiar with results generation - In-depth and specific Sales Representative Checklists - Project management checklists and templates to assist with implementation INCLUDES LIFETIME SELF ASSESSMENT UPDATES Every self assessment comes with Lifetime Updates and Lifetime Free Updated Books. Lifetime Updates is an industry-first feature which allows you to receive verified self assessment updates, ensuring you always have the most accurate information at your fingertips.
Author: Lynn Shourds
Publisher: Independently Published
ISBN:
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
Why Should You Read This Book? Why is this book essential for your growth in technology sales? My experience spans over 25 years in this dynamic field, encompassing a wide range of products and services from foundational hardware to cutting-edge software, SaaS, ERP, MSP, and the intricate domain of Cybersecurity. My focus has always been on sales training - a critical element in maintaining and enhancing your sales proficiency, much like regular exercise is essential for physical fitness. This book is a comprehensive guide, distilling numerous discovery sales techniques that I have refined and validated throughout my career. It is an invaluable resource for new sales representatives starting from scratch, providing step-by-step guidance to master the art of the deal. Moreover, it offers experienced sales professionals the opportunity to discover new strategies and tactics that might have previously eluded them. A significant portion of this book addresses advanced challenges such as handling objections and effectively closing deals. These are pivotal moments that define a sales representative's capability. I offer practical advice, drawn from real-life scenarios and proven techniques, to empower you to approach these challenges with both confidence and skill. This book aims to accelerate your journey to becoming an adept sales professional in the tech industry. I invite you to join me in exploring the intricate and rewarding world of technology sales. Whether you are looking to build foundational skills or to refine and expand your existing knowledge, this book is your comprehensive guide to Mastering The Discovery Sales Meeting.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: Ruth Klein
Publisher: Simon and Schuster
ISBN: 1440538220
Category : Business & Economics
Languages : en
Pages : 375
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Book Description
Successful selling is much more than qualifying prospects and making calls. If you're planning on entering the exciting field of sales, The Everything Guide to Being a Sales Rep is your unique career handbook, with constant "keep positive reminders" and practical applications throughout. Written by a seasoned-and successful-sales professional, The Everything Guide to Being a Sales Rep teaches you the proven five-prong approach to selling: Identifying and following the roadmap to sales success Understanding the psychology and motivation of sales Clarifying goals, prospects, and customer relationships Making time to sell, market, and follow up on products and services Keeping a positive attitude. With The Everything Guide to Being a Sales Rep, you'll learn how to use two of your most valuable assets-time and energy-to create an extraordinarily dynamic and profitable selling career.
Author: Prem P. Bhalla
Publisher: Atlantic Publishers & Dist
ISBN: 9788126907427
Category : Vocational guidance
Languages : en
Pages : 472
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Book Description
In Order To Launch A Satisfying Career One Needs To Recognize His Interests And Lifestyle. The Work Must Be In Harmony With One S Personality And Circumstances If One Wishes To Find Happiness In One S Vocation. The Present Book Is A Comprehensive Manual That Explains How Young People Can Plan A Career Of Their Choice. It Answers To Numerous Questions That Often Confuse People While Opting A Career. It Highlights:" How To Understand Work And Ethics." How To Evaluate Yourself For A Career." How To Understand Career Opportunities." How To Plan The Career." How To Look For A Job." How To Get Self-Employed." How To Establish A Small Industry.In Addition, It Provides A Comprehensive Profile Of More Than Seventy-Five Hottest Careers Of The Present Times. Also, It Includes Addresses Of A Large Number Of Institutes In A Wide Range Of Fields, Including Accounts, Agriculture, Business, Law, Design, Engineering And Many More. Since Manufacturing Offers Many Vocational Options, The Intricacies Of Establishing A Manufacturing Unit Have Been Discussed In Detail.This Book Is Undoubtedly Valuable For All Young People In Search For An Ideal Career, And For The Parents Who Desire To Establish Their Children Well.
Author: Penny Dhanjal
Publisher:
ISBN: 9781845494469
Category : Business & Economics
Languages : en
Pages : 106
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Book Description
The author was winner of the pharmatimes 'mental health hospital representative of the year 2007' & overall 'speaciality care representative of the year 2007'. She has spent over 15 years within the industry. Her career began straight after graduating from university. The first post within the industry was with a contract company selling to retail pharmacists. Once the contract ended she moved on to another contract company to gain GP/Hospital experience. After 18 months here increasing her experience of contract work, she was successfully employed with an ethical sales company which involved working with GPs, hospital doctors and retail pharmacists. She gained a vast amount of experience with them and after 18 months she was head-hunted to go and work with a company called Lorex pharmaceuticals. At Lorex and with all the companies that followed she was a top performer in terms of sales and all otherobjectives she was set. From starting in the industry to date she has gained valuable experience as a sales representative, field trainer, regional sales manager and has experience working with PCTs. This book provides you with real experience and tips which are invaluable for any one new to the industry.
Author: Andris Zoltners
Publisher: AMACOM
ISBN: 0814429726
Category : Business & Economics
Languages : en
Pages : 511
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Book Description
A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.
