Selecting Sales Professionals : Selecting, Training, and Retaining High-performance Sales Personnel PDF Download
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Author: John C. Marshall, Ph.D & Bob McHardy
Publisher: Selecting Sales Professional
ISBN: 9780968228708
Category : Sales personnel
Languages : en
Pages : 260
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Book Description
Author: John C. Marshall, Ph.D & Bob McHardy
Publisher: Selecting Sales Professional
ISBN: 9780968228708
Category : Sales personnel
Languages : en
Pages : 260
Get Book Here
Book Description
Author: Fotini Mastroianni
Publisher: GRIN Verlag
ISBN: 3668364729
Category : Business & Economics
Languages : en
Pages : 175
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Book Description
Case Study from the year 2014 in the subject Leadership and Human Resources - Miscellaneous, grade: -, ( Middlesex University in London ), course: Marketing, Human Resources, language: English, abstract: The aim of the present thesis is to analyse the issues of recruitment and training and their importance in the Greek Heavy industry and - at the same time - a research was conducted. The research targets at HRM executives of the major Greek Heavy Industry companies and follows a mixed method i.e. quantitative and qualitative. The quantitative aims at recording the recruitment, selection and training practices applied and the qualitative aims at getting more in depth in these areas in order to find out the unique characteristics of the Greece.
Author: Jeanne Greenberg
Publisher: McGraw-Hill Professional Publishing
ISBN:
Category : Business & Economics
Languages : en
Pages : 258
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Book Description
This helpful guide shows readers how to increase sales productivity, determine the suitability of prospective employees for sales positions, and weed out applicants that could hurt sales growth.
Author: Edgar S. Ellman
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 216
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Book Description
Author: David R. Osborne
Publisher:
ISBN:
Category : Sales personnel
Languages : en
Pages : 252
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Book Description
Author: National Society of Sales Training Executives
Publisher:
ISBN:
Category :
Languages : en
Pages :
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Book Description
Author: Joseph F. Hair, Jr.
Publisher: John Wiley & Sons
ISBN: 1119702836
Category : Business & Economics
Languages : en
Pages : 544
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Book Description
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Author: Brown, Carlton
Publisher: IGI Global
ISBN: 1799816419
Category : Business & Economics
Languages : en
Pages : 431
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Book Description
Businesses today face many obstacles, but one major hurdle is optimizing sales performance and achieving peak levels of execution. In recent years, there has been a significant decline in sales performance among businesses internationally. Many professionals attribute this disparity to the lack of attention towards certain business techniques including “Sales Peak Performance” and “Business to Business.” Strategies like this lack empirical validity and further investigation on the implementation of these approaches could significantly impact the business world. Achieving Peak Sales Performance for Optimal Business Value and Sustainability is a collection of innovative research on the methods and applications of various elements that influence sales peak performance including personal, organizational, and symbiotic determinants. While highlighting topics including emotional intelligence, personal branding, and customer relationship management, this book is ideally designed for sales professionals, directors, advertisers, managers, researchers, students, and academicians seeking current research on insights and advancements of business sustainability and sales peak performance.
Author: Ron Marks
Publisher: John Wiley & Sons
ISBN: 0470187484
Category : Business & Economics
Languages : en
Pages : 223
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Book Description
This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching and recruiting, making it a priority for your sales organization. With the right recruiting and training strategies, you can find a constant stream of qualified candidates and beat your competitors to the best sales prospects.
Author: Harlan E. Spotts
Publisher: Springer
ISBN: 331911882X
Category : Business & Economics
Languages : en
Pages : 254
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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 2002 Academy of Marketing Science (AMS) Annual Conference held in Sanibel Harbour Resort, Florida.
