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Author: Jack Carew
Publisher: Plume
ISBN: 9780452280212
Category : Business & Economics
Languages : en
Pages : 228
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Book Description
A leading motivational sales trainer and bestselling author offers in question-and-answer format the essence of what every sales person must know to succeed.
Author: Jack Carew
Publisher: Plume
ISBN: 9780452280212
Category : Business & Economics
Languages : en
Pages : 228
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Book Description
A leading motivational sales trainer and bestselling author offers in question-and-answer format the essence of what every sales person must know to succeed.
Author: Jeff Lehman
Publisher:
ISBN: 9780976899914
Category :
Languages : en
Pages : 279
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Book Description
"The Sales Manager's MENTOR" contains 321 practical career-advancing tips and real-life insights on sales leadership. The book is based on 20 years of selling, sales management, and experience mentoring sales and senior executives. It's in an easy to read format and is an excellent reference book for multiple types of sales management challenges.
Author: Linda Culp Dowling
Publisher: Turnkey Press
ISBN: 9780972278249
Category : Child rearing
Languages : en
Pages : 0
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Book Description
Authors Dowling and Mielenz provide their readers with a step-by-step practical approach to mentoring that combines successful management methods with down-to-earth parenting practices. This thoughtful and insightful guide teaches how to build respectful, collaborative relationships at work and at home.
Author: Nick Kane
Publisher: John Wiley & Sons
ISBN: 1119052556
Category : Business & Economics
Languages : en
Pages : 230
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Book Description
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author: Chris Lytle
Publisher: John Wiley & Sons
ISBN: 1118063937
Category : Business & Economics
Languages : en
Pages : 261
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Book Description
Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves. Full of helpful steps you can apply immediately?whether you're training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams. Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't Author has a previous bestseller, The Accidental Salesperson Don't get caught in the "sales management trap" or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.
Author: Jones Mathew
Publisher: Blue Rose Publishers
ISBN:
Category : Business & Economics
Languages : en
Pages : 184
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Book Description
A Sales Manager’s job has become all the more demanding in the new era. However, the fundamentals remain the same. This workbook, like its predecessor “The Leadership Essentials”, is designed to offer practical guidance to young and ambitious sales managers to help them excel in their chosen profession. Sales Management is a proving ground for genuine business developers. It’s a challenging field. The 10 essentials for sales managers discussed in this book will assist sales managers in delivering to the highest standards and becoming sales leaders. Sales Managers have to achieve ever-increasing sales targets, strategize and manage key accounts, build high-performance teams, execute sales planning and review, acquire the right talent to keep the sales juggernaut moving forward, organize on-the-job training, provide purposeful coaching, offer holistic mentoring, develop sales skills of team members, and thereby developing the qualities required of sales leaders. Readers of this book will benefit directly and immediately from the shared tips and techniques, reflections and experiences. Instead of being theoretical and preachy, this book attempts to keep the sales manager’s essentials simple, practical and doable. Sales personnel at all levels will positively benefit from the contents of this book written by the authors with nearly half a century of cumulative experience in the lifestyle goods and pharmaceutical industries.
Author: Kelly S. Riggs
Publisher: Nicholas Brealey
ISBN: 1473657253
Category : Business & Economics
Languages : en
Pages : 225
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Book Description
Disregard everything you've been taught about leadership! 2018 GOLD MEDAL Axiom Business Book Award Winner! This book is the result of over three decades of combined experience from Kelly and Robby Riggs - dynamic, occasionally irreverent, always insightful father (Boomer) and son (Millennial), who work with organizations grappling daily with multi-generational conflict. Through their collaboration, Kelly and Robby share their very different perspectives on the same problems most companies are STILL dealing with, but haven't had the courage or the tools, to address. Issues such as a shocking lack of leadership skills; the culture-killing generational divide that is demolishing many companies; and the stunning, often unrecognized impact of technology on the workplace. In their "shamelessly funny, brilliantly written" debut book, Kelly and Robby: · Discuss today's workplace dynamics, including the changes in communication modes, the influx of technology, and the impact of Millennials and Digital Natives · Explain how a one-sided approach to leadership focused on "managing" Millennials is grossly insufficient, resulting in an inability to attract and retain critical young talent · Explore the new challenges of leadership inherent with the explosion of technology-time compression, distractions, complexity and the pace of change · Reveal how old leadership challenges persist, and explore how the younger generation will expose those challenges more than ever · Detail the CounterMentor leadership model and prescribe specific tactics and techniques for addressing both old and new leadership issues
Author: Sheila Wellington
Publisher: Random House
ISBN: 0375506888
Category : Business & Economics
Languages : en
Pages : 319
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Book Description
Surprising secrets of success from some of America's women leaders; all the things a mentor would tell you are revealed in this mentor-in-a-book. Sheila Wellington, the president of Catalyst, draws on Catalyst research, contacts, and know-how to tell you how to understand the unspoken rules in the real world of work today and how to get ahead. Catalyst studies reveal that having a mentor is the crucial key to success at work, and it's the single advantage men usually have, and women usually don't. Even at the best organizations for women, there is still a shortage of mentors. Be Your Own Mentor becomes that mentor for you, providing through stories and eye-opening advice a step-by-step guide to advancement. How to master the art of networking, how to create opportunities to gain experience and visibility, how to manage time, how to negotiate salary, and much, much more is discussed, as you learn from leading women how they got where they are, the mistakes they feel they've made along the way, and how they created lives of achievement and satisfaction. Hear from women such as Carly Fiorina (CEO, Hewlett-Packard), Cathleen Black (president, Hearst Magazines), Judith Rodin (president, University of Pennsylvania), and Andrea Jung (president and CEO, Avon). From that first resume all the way to the CEO's office, Be Your Own Mentor guides you along your path to success. Be Your Own Mentor gives advice from top women on how to: Devise a short-term and long-term career strategy Gain visibility in the workplace and in your field Create opportunities to gain valuable experience Change your career path Negotiate salary Balance work and family And much, much more...
Author: Mike Weinberg
Publisher: AMACOM
ISBN: 0814436447
Category : Business & Economics
Languages : en
Pages : 243
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Book Description
Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!
Author: Mentor Press LLC
Publisher:
ISBN: 9780976899976
Category :
Languages : en
Pages : 292
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Book Description
