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Author: Stefan Hase
Publisher: Springer
ISBN: 3319611747
Category : Business & Economics
Languages : en
Pages : 140
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Book Description
This book from the Quintessence series offers essential know-how on the theory and practice of sales, the main turnover and value driver of any business. Sales can be seen as the “front line” where key business successes are prepared and put into practice. Sales managers and salespeople, but also professionals from production, technology, and marketing will benefit from the concise presentation of the relevant topics. Having read this book, you should have a good understanding of the key stages of the sales process from acquiring new clients (or selling to old ones) to closing the deal, and be familiar with the most typical sales performance issues described here. Moreover, in order to create a strong sales environment, you will know which qualities are needed both by sales leaders and ideal salespersons, and how to build a winning sales team and a high-quality sales organisation. Finally, by applying the principles of sales-centric business management, you will be readily equipped for immediate and lasting sales success.
Author: Stefan Hase
Publisher: Springer
ISBN: 3319611747
Category : Business & Economics
Languages : en
Pages : 140
Get Book Here
Book Description
This book from the Quintessence series offers essential know-how on the theory and practice of sales, the main turnover and value driver of any business. Sales can be seen as the “front line” where key business successes are prepared and put into practice. Sales managers and salespeople, but also professionals from production, technology, and marketing will benefit from the concise presentation of the relevant topics. Having read this book, you should have a good understanding of the key stages of the sales process from acquiring new clients (or selling to old ones) to closing the deal, and be familiar with the most typical sales performance issues described here. Moreover, in order to create a strong sales environment, you will know which qualities are needed both by sales leaders and ideal salespersons, and how to build a winning sales team and a high-quality sales organisation. Finally, by applying the principles of sales-centric business management, you will be readily equipped for immediate and lasting sales success.
Author: Nils Bickhoff
Publisher: Springer
ISBN: 3642454445
Category : Business & Economics
Languages : en
Pages : 147
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Book Description
What actually is marketing? Many people think of marketing as only sales and advertising because every day we are bombarded with TV commercials, flyers, catalogues, sales calls, and commercial e-mail. However, selling and advertising are only one element of marketing. Today, marketing must be understood not in the old sense of making a sale but in a contemporary and holistic sense of satisfying customer needs. In this book the authors develop the Quintessential Marketing Arena by following the logic of the three major steps of the marketing process. Along this process they present the fourteen most important marketing instruments that occur during this process. Having read this book: You will have a basic understanding of marketing and the process of marketing management You will know the most important marketing instruments and how they interact You can develop your own marketing plan based on the Quintessential Marketing Arena
Author: Nils Bickhoff
Publisher:
ISBN: 9783642454455
Category :
Languages : en
Pages : 152
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Book Description
Author: Jeffrey Gitomer
Publisher: Sound Wisdom
ISBN: 0971946884
Category : Business & Economics
Languages : en
Pages : 288
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Book Description
How can this book help you make more sales right now? Jeffrey Gitomer’s Little Red Book of Selling became the all-time bestselling Classic because it’s the only sales book that focuses on BOTH “how to sell” and the unknown secret of selling, “why people buy.” Answers that every salesperson wants and needs. This classic edition also tells the never-before published backstory of how the Little Red Book came about, and includes bonus content of Jeffrey’s best ideas and thoughts. Making every bestseller list including the coveted New York Times, the Little Red Book made the Wall Street Journal list a record-setting 103 straight weeks. Sales leaders are saying, “I give it to every new salesperson.” “A MUST READ and IMPLEMENT!” “You hit the nail on the head with regards to what works and why it works.” “Bite-size chunks of sales GOLD you can absorb and use the same minute.” With self-tests and easy to grasp, real world information, the Little Red Book of Selling gives you the insight and strategies to understand why sales happen. The book includes Jeffrey’s 12.5 Principles of Sales Greatness and strategies and answers from a lifetime of selling that will teach you how to make sales. And by mastering the principles that Jeffrey Gitomer gives you, you’ll make sales happen for yourself… forever.
Author: Jess Redman
Publisher: Macmillan + ORM
ISBN: 0374309779
Category : Juvenile Fiction
Languages : en
Pages : 255
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Book Description
A 2021 NCTE Charlotte Huck Award Honor Book A Bank Street Best Book of 2021 Quintessence is an extraordinary story from Jess Redman about friendship, self-discovery, interconnectedness, and the inexplicable elements that make you you. Three months ago, twelve-year-old Alma moved to the town of Four Points. Her panic attacks started a week later, and they haven’t stopped—even though she’s told her parents that they have. She’s homesick and friendless and every day she feels less and less like herself. But one day she finds a telescope in the town’s junk shop, and through its lens, she watches a star—a star that looks like a child—fall from the sky and into her backyard. Alma knows what it’s like to be lost and afraid, to long for home, and she knows that it’s up to her to save the star. And so, with the help of some unlikely new friends from Astronomy Club, she sets out on a quest that will take a little bit of science, a little bit of magic, and her whole self. This title has Common Core connections.
Author: Tom Hopkins
Publisher: Made For Success Publishing
ISBN: 161339800X
Category : Business & Economics
Languages : en
Pages : 196
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Book Description
You're in sales. Whether you call it persuasion or sharing, it all boils down to the same thing. Your aim is to get other people to accept you, your product or your idea. Within these pages are hundreds of ideas for doing just that. Not only are the ideas here, but the words and phrases that make them work are here as well. Tom Hopkins is unique in that he won't teach you any strategy that he hasn't proven to work successfully in real-life selling situations. One single strategy alone has tripled the sales volume of many readers. That's why the book is recognized as a classic 25+ years after its first printing. This book is written in clear, easy-to-understand language. There's no hype or theory here, just proven-effective "how-to" strategies to help you increase your sales volume immediately. Need help in a specific area? Check out the detailed index. The answers to nearly every concern or objection are literally at your fingertips. Save yourself the time it took Tom to master the art of selling. It's all wrapped up in these pages for you.
Author: Warren Greshes
Publisher: Wiley + ORM
ISBN: 1118046358
Category : Business & Economics
Languages : en
Pages : 170
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Book Description
"Over the years, I have seen them all, and Warren Greshes is one of the very best. In his wonderful new book, Warren distills a lifetime of sales training into sixteen actionable tools, which, if you use them, will guarantee that you too reach your goals." -Mark Terry, President, Harman Pro Group "A great read! Warren says it all in a way that's not only easy to understand, but even easier to implement. No need to ever read another book on this subject." -John Gamauf, President Consumer Replacement Tire Sales Bridgestone Firestone North American Tire, LLC "Put this book on your must-read list if you want to learn successful strategies for taking your distribution team to the next level. Through motivation and education, Warren Greshes has captivated our very best top managers and producers. He pushes them to succeed and to keep their goals out in front of them, all the while maintaining a clear message, infused with his sense of humor. Warren has helped pave our way to success." -Bernadette Mitchell, Vice President Retirement Benefits Group, AXA Equitable "Warren is truly an expert in the field of sales! His grassroots ideas are practical, designed for immediate implementation, and are sure to lead to top-notch results. This book is a must-read for those new to sales and those veteran salespeople who want to take their skills to the next level." -Raj Madan, corporate marketing executive, financial services industry
Author: Melanie Moll
Publisher: Springer Science & Business Media
ISBN: 3642282385
Category : Business & Economics
Languages : en
Pages : 120
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Book Description
Successful business communication is more than simply speaking your client’s language. At the heart of all effective communication lies a fundamental understanding of human behavior. The natural result of globalization is a level of behaviors that we all share and expect. However, underneath this level are many other influencing factors. We tend to view the situation around us according to our own expectations which are often shaped by our cultural backgrounds. What happens, though, when our cultures are so different that the expectations collide? This book combines theory and practice in a way that helps you as a busy intercultural manager understand what others are communicating to you and those around you. We take apart real examples of intercultural business interaction and show you how deeply embedded cultural norms are found within a simple conversation. Then we offer you important tools and principles that you can use to improve your own intercultural business communication. After reading this book, you should have a good understanding of the basic culture types, and be able to identify most cultures based on the principles described here. Additionally, you will know which social issues, attitudes, and values appear even in the most rational business negotiation. Most importantly, your cultural awareness will help you build successful and lasting relationships with your clients across regional and global boundaries.
Author: Jon Gordon
Publisher: John Wiley & Sons
ISBN: 1119762693
Category : Business & Economics
Languages : en
Pages : 181
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Book Description
The #1 strategy to build trust and create success In The Sale, bestselling author Jon Gordon and rising star Alex Demczak deliver an invaluable lesson about what matters most in life and work and how to achieve it. The book teaches four lessons about integrity in order to create lasting success. The authors tell the story of Matt Williams, a sales representative for Turnbow Technologies, an aviation technology company founded by his grandfather. Matt encounters many obstacles both personally and professionally, and ultimately finds himself in a struggling marriage, an unfulfilling job, in a desperate search for answers, and at the crossroads of a major decision that will determine his future. Matt meets an unlikely mentor, who may just have the answers Matt seeks, as he faces the biggest decision and test of his life. The Sale follows Matt as he learns: Why his pursuit of financial success at the expense of his family and the people he loves is counterproductive The power of integrity, trust, and consistency Powerful ways to create fulfilment and real success that endures Perfect for managers, sales professionals, and teams that are seeking durable, reliable, and powerful strategies for success at work, The Sale also belongs on the bookshelves of anyone looking for insightful ways to achieve their goals and realize their greatest potential.
Author: J. Oliver Crom
Publisher: Simon and Schuster
ISBN: 0743250761
Category : Business & Economics
Languages : en
Pages : 305
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Book Description
Now, for the first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form. The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view. Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did as recently as ten years ago is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful—a key competitive advantage. The book includes specific advice for each stage of the eleven-stage selling process, such as: • How to find prospects from both existing and new accounts • The importance of doing research before approaching potential customers • How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it) • How to reach the decision makers • How to sell beyond questions of price The cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities. The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.
