Author: David L. Worman
Publisher: Business By Phone Inc
ISBN: 9781881081029
Category : Business & Economics
Languages : en
Pages : 276

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Book Description

Author: Harry J. Friedman
Publisher: John Wiley & Sons
ISBN: 1118216431
Category : Business & Economics
Languages : en
Pages : 290

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Book Description
One hundred ways to motivate your sales teams to outsell each other and grow your profits In most retail stores, salespeople arrive at work with little enthusiasm to sell. The truth is that retail selling can be a little boring. It's up to owners and managers to provide the spark and motivation that inspires people to excel, even when store traffic is slow. One of the best ways to accomplish that is with selling games and contests. The Retailer's Complete Book of Selling Games & Contests contains more than one hundred selling games and contests that any retailer can use to motivate their staff, improve their sales skills, and generate extra sales during slow traffic periods. Geared toward retailers of all industries and all sizes, from single stores to mega chains, this book will appeal to those with a vested interest in improving the performance of their salespeople and driving sales higher. Details how to use games to sell specific merchandise, increase add-on sales, and sell higher priced merchandise and groups of merchandise Outlines how to structure games and contests, when to run them, and for how long Helps managers build their sales staffs' confidence and abilities through fostering a competitive spirit and rewarding high sellers Harry J. Friedman is an international retail authority, consultant, and the most heavily attended speaker on retail selling and operational management in the world today When you inspire your sales team to improve their skills and outsell each other, you'll boost your profits and outdo your competition

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.

Author: Lou Sepulveda Cpp
Publisher: eBookIt.com
ISBN: 1456603345
Category : Business & Economics
Languages : en
Pages : 123

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Book Description
Building a Successful Security Sales organization is more than possible if you have the right information, tools, and work ethic to make it work. In How To Manage A Security Sales Organization, author Lou Sepulveda reveals the successful sales and development techniques that have worked in his own career. How To Manage A Security Sales Organization will teach you: 1. The secrets of developing door-to-door sales teams 2. How to hire, develop, train, and build a sales team that shatters corporate records Lou Sepulveda C.P.P., grew a sales organization from a start-up to a $5 billion annual business in less than four years. Author of The Formula for Selling Alarm Systems and Surviving in the Security Alarm Business, Sepulveda is CEO of Lou Sepulveda Consulting & Training LLC, which specializes in assisting security alarm companies in developing and growing their sales organizations. Lou has been instrumental in developing and growing an independent dealer organization, judged by its volume to be the number one security alarm dealer program in the United States. He followed up that accomplishment by developing and then growing the largest international dealer organization outside the United States. Sepulveda has developed and managed direct sales organizations in the United States and in thirty countries around the world. Those offices quickly became the market leader in every country in which they operated, proving that language and cultural differences make little difference in creating success.

Author: Kujnish Vashisht
Publisher: Atlantic Publishers & Dist
ISBN: 9788126905379
Category : Sales management
Languages : en
Pages : 328

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Book Description
Sales Department Occupies A Strategically Most Important Position In The Present-Day Marketing Operations. The Increase In Quantum Of Business, Changing Demographics, Developed Information Technology And Awareness Of Rights And Privileges Of The Customers Have Prompted Growing Competition In Business. In The Changed Scenario, The Position Of Sales Manager Has Gained In Importance, Thereby Making The Study Of Sales Management In A Proper Perspective Indispensable For The Students Who Intend To Pursue A Managerial Career.The Present Book A Practical Approach To Sales Management Is A Complete Treatise On The Subject. Beginning With A Well-Researched Introduction To The Field, The Book Discusses All The Key Concepts Related To Sales. It Explicitly Lays Down The Objectives Of Sales Management Achievement Of Sufficient Sales Volumes, Contribution To Desirable Profits And Ensuring Continuous Growth For The Company, And Its Functions Sales Planning, Organising The Sales Effort, Coordination With Other Departments, Appointing And Training Sales Personnel, Motivating Sales Persons, Achieving Sales Targets, Administration And Control, To Name But A Few. The Role Of A Modern-Day Sales Manager Has Been Exclusively Presented In Detail With A View To Make The Students Highly Competent In Handling The Real Time Marketing Situations. The Other Important Concepts Of Sales Which Have Been Analytically Studied In The Present Book Include Marketing Policies On Sales, Market Demand And Sales Forecasting, Recruitment And Selection Of Sales Persons, Sales Training Programmes, Performance Evaluation, Sales Budget, Sales Territories, Sales Control And Analysis, And Many Others.A Practical Approach To Each Topic, Well-Illustrated With Rich Examples From The Indian Sales Environment, Makes The Book Easily Accessible To The Average Readers. A Glossary Of Sales And Selling Terms Given In The Appendix Of The Book Is An Added Advantage Provided To The Readers Which Would Facilitate Them In Understanding Of The Subject. In Addition, Practical Case Studies And Analytical Questions As Well As Sales Quiz Provided At The End Of Each Chapter Would Help The Students Of Management In Self-Study And Self-Assessment. The Book Would Be Highly Useful To The Corporate Executives And Entrepreneurs Besides The Students And Teachers Of The Subject.

Author: Mr. Rohit Manglik
Publisher: EduGorilla Community Pvt. Ltd.
ISBN: 9368427038
Category : Education
Languages : en
Pages : 120

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Book Description
EduGorilla Publication is a trusted name in the education sector, committed to empowering learners with high-quality study materials and resources. Specializing in competitive exams and academic support, EduGorilla provides comprehensive and well-structured content tailored to meet the needs of students across various streams and levels.

Author: Gregory Rich
Publisher: SAGE Publications
ISBN: 1071932071
Category : Business & Economics
Languages : en
Pages : 489

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Book Description
Formerly published by Chicago Business Press, now published by Sage Sales Force Management is a comprehensive guide to leading sales teams in today′s dynamic business landscape, offering practical insights, strategies, and tools to navigate the challenges of modern sales management effectively. The Second Edition also delves into how technology, such as artificial intelligence, is reshaping sales force operations in the post-pandemic era.

Author: Thomas N. Ingram
Publisher: M.E. Sharpe
ISBN: 0765628708
Category : Sales management
Languages : en
Pages : 426

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Book Description

Author: Dawn R. Deeter-Schmelz
Publisher: Springer
ISBN: 3319117971
Category : Business & Economics
Languages : en
Pages : 399

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Book Description
Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science. This volume includes the full proceedings from the 2010 Academy of Marketing Science (AMS) Annual Conference held in Portland, Oregon.

Author: S.L. Gupta
Publisher: Excel Books India
ISBN: 9788174464163
Category : Sales management
Languages : en
Pages : 620

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Book Description
Most standard books on marketing area have been written by American authors. Though there are a number of books on Sales and Distribution Management by Indian authors as well, these books do not present the Indian conditions in the right perspective. Indian students studying management require books which deal with the changing profile of Indian buyers and helps them understand their perceptions and motivations as also the factors that influence the decisions made by Indian consumers.The book offers a practical approach to Sales and Distribution Management and gives a comprehensive, easy-to-read and enjoyable treatment to the subject matter for students of Sales and Distribution Management. It includes more than 500 live examples and 30 Case Studies from Indian marketing environment and provides sufficient food for thought to students to develop themselves as Result oriented marketers of the future.