Author: Michael Nick
Publisher: Kaplan Publishing
ISBN:
Category : Business & Economics
Languages : en
Pages : 344
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Book Description
While basic sales methodologies cover the nuts and bolts of the sales process, this text provides practical tools for turning valuable customer feedback into a compelling case for a company's products and services.
Author: Robert Rachlin
Publisher: M.E. Sharpe
ISBN: 9780765600141
Category : Business & Economics
Languages : en
Pages : 420
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Book Description
A comprehensive, concise manual providing business professionals with tools and strategies for making investment decisions. Covers the latest techniques and practical applications in such company activities as pricing, capital investments, working capital, human resources, shareholder value, marketing, cash management, cost control, break-even, cost of capital, inventory control, receivables management, leasing, and establishing ROI rates for segments of the business and the total company. Annotation copyrighted by Book News, Inc., Portland, OR
Author: James Lenskold
Publisher: McGraw Hill Professional
ISBN: 0071436103
Category : Business & Economics
Languages : en
Pages : 287
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Book Description
ROI (Return on Investment) is today's key business tool for measuring how effectively money was spent--yet few marketing managers receive any ROI training at all. Marketing ROIchanges all that, showing marketing pros at every level how to use ROI and other financial metrics to support their strategic decision making. This comprehensive book details how an accurate working knowledge of ROI is essential for using the latest marketing measurements, and provides insights for gaining the greatest competitive advantage from the skilled use and understanding of ROI concepts.
Author: William Miller
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814431925
Category : Business & Economics
Languages : en
Pages : 258
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Book Description
Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: * Qualify and disqualify prospects sooner to focus on the most promising accounts * Examine buyers' motivations from every angle * Quantify the value proposition early * Double the number of calls returned from prospective customers * Appeal to the real decision-makers * Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles * Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the author's 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals-with any company, in any industry.
Author: Mark W. Johnston
Publisher: Routledge
ISBN: 1136324461
Category : Business & Economics
Languages : en
Pages : 436
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Book Description
Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today. The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features: ‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling Mini-cases to help students understand and apply the principles they have learned in the classroom Role-plays at the end of each chapter enabling students to learn by doing Special appendices on selling math and developing a professional sales proposal Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .
Author: Michael J.Nick
Publisher:
ISBN: 9788189197438
Category :
Languages : en
Pages :
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Book Description
Author: Patricia Pulliam Phillips
Publisher: Association for Talent Development
ISBN: 1607285231
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
It has never been more important to show examples of sales skills at work. The process to evaluate these skills is sometimes perceived as straightforward and routine, simply a matter of tracking the sales gains after the program has been conducted. But credibly Measuring the Success of Sales Training programs is a bit more involved than that. Experts in the practice of ROI measurement, Jack and Patricia Phillips have collected a new book of ROI case studies, with a focus on sales training programs. The case studies presented in this book demonstrate how to use of the ROI Methodology to properly measure the results of sales programs. These studies come from all over the world, in many different disciplines and concentrations, from financial services to the public sector. The use of the ROI Methodology addresses issues that are sometimes omitted from other casebooks. First, since many other factors influence sales, there must always be a step to isolate the effects of the sales training program on the sales (each study features this step). Second, when converting to monetary value, only the profit margins of increased sales must be used, not the sales themselves—a mistake made by many. Third, the stream of monetary benefits for the increased profits must be conservative, usually representing only one year. Sponsors need a credible, conservative approach to measuring ROI—one that meets these challenges. All of the case studies in this book will address these issues, providing examples and benchmarks for others to use to evaluate these important types of programs.
Author: Larry Sternlieb
Publisher: Morgan James Publishing
ISBN: 1600374425
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
Are you a seasoned salesperson in search of something to take you to the next level? A mid-range seller who could use pointers that really work? Or even someone newly considering sales as a career? If so, then Selling in the Real World is a book you simply must have, read, and put into practice. Filled with 'real world' examples, Selling in the Real World by Top Salesman Larry Sternlieb gives examples that work and provides direction that closes deals and makes sales. Selling in the Real World contains the same well-thought-out, complete, and effective sales program that has been well received and strongly recommended by the participants who attend Larry Sternlieb Seminars. if you only buy one book this year on How to Have a great and Successful Career in Sales, Selling in the Real World should be your hands-down first choice!
Author: Maan Al Saleh
Publisher: Austin Macauley Publishers
ISBN: 9948775481
Category : Business & Economics
Languages : en
Pages : 111
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Book Description
The Art of Selling IT Technology to Large Enterprises is a special educational book for IT salespeople. It is intended to be their reference book to generate more business and to add major value to their trusted customers.
Author: Jeff W Bennett
Publisher:
ISBN: 9780578550060
Category :
Languages : en
Pages : 318
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Book Description
Accelerating profitable growth has been one of the long-standing challenges of business executives. Even today, with stock markets booming and M&A activity returning to record levels, organic growth is anemic for many companies. In our experience, the root cause is a lack of strategy in the organization's thinking, planning, and marketing. Many successful business leaders have built their careers on execution and efficiency but have relatively little experience making the strategic decisions that drive the top line. Lean, Six Sigma, and other efficiency-focused methodologies are fantastic at answering questions around how to do things better, but they are not suited to answer strategic questions around what they should do and why. Through our experience, we realized that there are a set of core principles and frameworks that can improve, sometimes dramatically, the selection and targeting of growth opportunities and importantly, turn good ideas into good businesses quickly and with more confidence. Over time we realized that there was nothing magical in the concepts we were using in our work. We do not claim to be mystical seers interpreting some strategy oracle that only we can understand. And that became our mission: to teach capable people at all levels of an organization how to apply strategic concepts themselves. There are significant advantages to embedding strategic thinking capabilities throughout the organization. 1. Some of the best organic growth ideas bubble up from lower levels of the organization. 2. Embedding strategic thinking skills creates a more discerning audience for top-down initiatives. 3. Leveraging this process over time will groom the next generation of general managers for success 4. Building organizational strategic capabilities can be a real differentiator in the B2B world. To accomplish this we developed Grassroots Strategy, a seminar-based approach that teaches good strategic thinking by having the participants apply what they're learning to actual challenges confronting their business. This book walks through the approach and concepts that we teach and apply during those seminars. The title of this book speaks to our perspective on strategy. The best strategies are not dictated from an "ivory tower." Rather, they are firmly rooted in the reality of the market and leverage the cross-functional experience and intelligence of the entire organization. And once they take root, these strategic principles not only lead to better targeted growth initiatives, they provide the healthy foundation that is needed for a growth culture to thrive. Throughout this book we take readers from strategy apprentice to journeyman strategic thinker. We will show you how to apply proven strategy concepts and tools within a framework that enables their use. With diligence and discipline, this process will separate the best growth ideas from the also-rans. And it will enable you to redirect resources and accelerate the best ideas to deliver results more quickly. How do we know this works? Well, our clients give us credit for hundreds of millions of dollars of incremental operating profit, and that's good enough for us. The number of companies that would benefit from our approach is far larger than those we can reach with our consulting practice. Although there is no substitute for the full, week-long Grassroots Strategy seminar experience, we created this book as a "do-it-yourself" guide for those who want to encourage strategic thinking within their organization from the ground up. Whatever your situation, this book is a convenient way to share these concepts with all teams and individuals seeking strategic growth. We hope you enjoy the journey.
