Download or read book Career Satisfaction of Sales Professionals written by Nancy A. Foster and published by . This book was released on 2009 with total page 78 pages. Available in PDF, EPUB and Kindle. Book excerpt: According to P-E fit theory from a vocational psychology perspective (see Holland, 1985), individuals differ in their attitudes, values, beliefs and behaviors, which in turn affect their career choices and their satisfaction with those choices. These differences, collectively termed "personality," influence both work and life outcomes. The purpose of this study was to investigate the relationship between personality traits and career satisfaction in a sample of sales professionals. An archival dataset was examined that included the "Big Five" and other work-related, narrow personality traits, as well as career satisfaction variables. All traits were significantly and positively related to career satisfaction except for Image Management, which was significantly, but negatively related to career satisfaction. The highest correlations were found between the measure of career satisfaction and emotional stability, optimism, and work drive. Implications for career planning and development, and personnel recruitment, selection, and training are discussed, along with future research recommendations.

Download or read book Self efficacy and Job Satisfaction as Predictors of Successful Performance of Sales Professionals in Business to business Sales Organizations written by Michael Gabriel Frino and published by . This book was released on 2010 with total page 158 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Fanatical Prospecting written by Jeb Blount and published by John Wiley & Sons. This book was released on 2015-09-29 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Download or read book Sales Success written by Brian Tracy and published by Amacom Books. This book was released on 2015 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: Take your sales game to unprecedented new heights by learning these 21 tried-and-true techniques that sales trainer Brian Tracy has observed from years of studying the top salespeople in the world. This compact and convenient guide holds the keys to gaining the winning edge in the cut-throat, competitive world of sales.

Download or read book The Certifiable Salesperson written by Tom Hopkins and published by John Wiley & Sons. This book was released on 2004-01-19 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: "If you are a salesperson, you will find yourself in this book. Treat it like your road map to success and you will be a professional salesperson." - Willis Turner, CSE President, Sales and Marketing Executives International, Inc. "This action-oriented book covers the best practices of top sales performers in all critical areas. The lessons are easy to learn and they will help you forge more rewarding customer relationships, a higher income, and a richer career satisfaction. A must-read for any salesperson who wants to improve and reach the next level of success." - Gerhard Gschwandtner, founder and Publisher, Selling Power magazine "As a professor teaching MBA students for twenty years, I encourage everyone in management to make this required reading for their sales teams." - Dr. Michael Russell, Chairman of the Marketing Dept., St. Bonaventure University "Each page is full of ideas for instant sales and commissions!" - Anthony Parinello, author of Secrets of VITO: Think and Sell Like a CEO

Download or read book Sales Force Management written by Mark W. Johnston and published by Routledge. This book was released on 2016-04-14 with total page 1076 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Download or read book Selecting Sales Professionals Selecting Training and Retaining High performance Sales Personnel written by John C. Marshall, Ph.D & Bob McHardy and published by Selecting Sales Professional. This book was released on 1997 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Total Selling written by Warren Wechsler and published by Sourcebooks, Inc.. This book was released on 2004-10-01 with total page 271 pages. Available in PDF, EPUB and Kindle. Book excerpt: Warren Wechsler, founder and president of Total Selling Inc., presents this practical, hands-on guide to being a Total Sales Person. In an easy to follow format, Wechsler explains how to develop an effective strategic sales plan, devise successful ways of selling, how to rank prospects, what to say when approaching people for the first time, what is the exact number of times to contact people in a given time frame and much more. Readers will learn from an experienced, expert salesperson how to implement the step-by-step process of professional selling. Topics include: - Why salespeople fail - Selling as telling is a myth - How to resurrect lost accounts - Major account strategy: how to compete for and win major accounts - Obligating questions as selling advantage - The power of silence - Business failures and relocations - Creating a winning game plan - The five elements of effective sales practice - Being persistent without being a pest

Download or read book A Mind for Sales written by Mark Hunter, CSP and published by HarperCollins Leadership. This book was released on 2020-03-31 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2013-08-15 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 .

Download or read book Do Epic Sales written by Zuber Palawkar and published by Zuber Palawkar. This book was released on 2022-09-15 with total page 211 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do Epic Sales is the best pick for you if you want to become an all-around better salesperson, improve your ability to lead your sales team, and develop a tailored solution for your client that sells. To discover how to sell with confidence, this book provides the comprehensive information you need to learn as a sales professional. The B2B selling cycle describes the sales stages in an easy and skillful manner which makes this book a must-read for anyone in sales or interested in sales. Do Epic Sales has been written with two major factors essential to growing a sales career in mind. Personal Development is essential to nurture professional ethics. In the first part of the book, Personal Growth Mindset is discussed along with soft skills. The second part covers the Professional Growth Mindset that will help you give an enormous boost to your sales career. In combination, both parts of the book will give you enough information to maximise sales opportunities and broaden your entrepreneurial horizons. In my opinion, every person on this globe has some unusual characteristics of a salesperson. Although some sell themselves short, others manage to lead in this field. If you want to grow in your profession and learn how to transform into a successful sales professional, you have made the right choice by picking up this book. Read this book to learn how to become the best version of yourself. Psychology plays an important role in human life, regardless of the field in which people interact. The book has kept both the psychological and the business aspects of behaviour most suitable to work in a professional environment. We will know how to appeal to people’s minds if we can understand the laws that control their actions and behaviour. While every man has his own distinctive features, and every mind has its own peculiar way of dealing with the facts of life, it is not possible to establish rules to deal with every single person separately. That is why a standard procedure is essential to function as a framework for dealing with various kinds of challenges. This framework is described as The International Sales Cycle. The writing of this manuscript was made possible after working closely with different sales teams, training them, and following their activities and sales figures on a recurring basis. Not all salespeople learn how to sell effectively in their primary learning period. Some of them come from a variety of other fields - engineers, IT technicians, programmers - to name a few... Not many are erudite sales specialists. Certainly, no one is born perfect at Sales. At one point, at the company where I worked, we had to evaluate the situation on the sales floor. All members of the sales team were divided into two groups. One team had significant selling experience, whereas the other had no prior sales experience whatsoever. We taught the fresh recruits the art of sales for a few weeks. After the training, both teams were reviewed. We discovered that - · The individuals who developed selling skills as well as the capacity to articulate their thoughts more effectively outperformed others, regardless of the field they had come from. · Members of both teams that struggled to convey their thoughts performed poorly along their sales journey. This led us to the conclusion that salespeople's success is mostly determined by their knowledge of selling skills as well as their personal attributes. Soft skills and leadership abilities are both necessary for a successful sales professional. Only selling skills training will not be enough to create a successful salesperson. A combination of personal characteristics, soft skills, and selling skills is required of anyone who wishes to pursue a career in sales. In fact, more than eighty percent of your soft skills and personal characteristics are related to how you build good relationships with people to help take your career forward. Before you can expect to convince the customers, you must first transform yourself. If you firmly believe in something, you have a better chance of persuading others to believe in it as well. You must first learn to sell to yourself before selling to a customer. Put yourself in the mindset that, if you were in the customer's shoes, you would gladly take advantage of the situation. Builders never complain and complainers never build. The salesperson's mental attitude and emotional expression; understanding the customer's attitude and behaviour; the process of attracting attention, arousing curiosity or interest, producing desire, satisfying the reason, and moving the buyer's choice are all parts of their personal skills. There are also other factors involved in the process of becoming a bold, confident, and composed sales individual. For instance, the salespeople must possess practical knowledge of their products or services; understand market trends, and competitors in their line of business to be able to sell. They need to know how to qualify the potential leads, explore customer’s needs, and build proper solutions that help customers want to buy the product or service. A complete guide that helps them follow the entire sales process is an essential requirement too. If a person has a favourable personality but isn’t aware of the market trend, or how to advance the lead to the next stage of the sales process, they will not be able to progress very far in the field of sales. On the other hand, a person who is thoroughly trained in the knowledge of the product, but has no personal growth mindset, will fall below the mark of those who are equipped with both personal and professional growth. This work includes a mix of both wherever they are needed. The first portion focuses on personal development, while the second section teaches selling techniques. The importance of soft skills is emphasised in the section concerning selling skills. This book focuses on teaching people how to sell ethically using the right methodology. If you want to advance your sales management job or simply improve your own talents, this book can help you. I believe you have made the right choice to begin self-improvement and pave the road to making loads of money. The book provides sales management methods in plain and easy language for readers from every walk of life. The knowledge you receive from this book will come in handy if you work in a corporate environment and want to improve your skills. Even if you are not a salesperson, and you merely wish to pursue a career in this field, you will benefit from reading this book from cover to cover. Books are our best companions when it comes to learning the tools of any trade. You do not need any prior knowledge of selling skills to make sense of this book. This volume will benefit not only corporate executives but also university students and young graduates who desire to advance their careers as professional salespeople.

Download or read book Study of the Relationship of Personality Traits and Job Satisfaction Among Professional Sales Representatives in the Pharmaceutical Industry in Taiwan written by Yen-Chu Chen and published by . This book was released on 2005 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book 100 Skills of the Successful Sales Professional written by Alex Dripchak and published by Business Expert Press. This book was released on 2021-06-15 with total page 261 pages. Available in PDF, EPUB and Kindle. Book excerpt: 100 Skills of the Successful Sales Professional prioritizes action-orientation and puts antiquated outlines out to pasture. The book is designed to not only curate the best expert teachings, but it also consolidates these teachings to maximize the value extracted from every page. If you’re conscientious about making the biggest impact in your professional career by taking action to minimize the long learning (and earning) curve, then this is the playbook for you.

Download or read book My Sales Perspective written by Ayo Ogidan and published by Independently Published. This book was released on 2024-07-14 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: My Sales Perspective: A Must-Read for All Sales Professionals Let's be honest: most people view sales as just a job to do for the meanwhile, not a path to professional fulfillment. But what if the secret to entrepreneurial success wasn't just hiring a sales team, but becoming the master of your own sales process? "My Sales Perspective" shatters the myth that sales is a thankless task. You, the business owner, are the heart of your company, and no one can sell your vision and product with the same passion and expertise. This book will equip you to transform your view of sales, helping you discover how embracing this skill fuels business growth and leads to lasting professional satisfaction. You'll learn to confidently sell the value you offer, becoming a true champion for your brand and building genuine connections with your customers. Finally, "My Sales Perspective" will guide you in revolutionizing your sales culture, helping you ditch outdated practices that demotivate salespeople and stifle your bottom line. My Sales Perspective" empowers both entrepreneurs and organizations to build a thriving sales strategy built on ownership and purpose. Ready to take your sales game to new heights and skyrocket your success? Scroll up and grab your copy today!

Download or read book Personnel Literature written by and published by . This book was released on 1978 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Professional Selling written by Dawn Deeter-Schmelz and published by SAGE Publications. This book was released on 2020-01-15 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Professional Selling covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.

Download or read book The GLOBAL Sales Professional written by Thomas Faranda and published by Trafford Publishing. This book was released on 2007-07-18 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Global Sales Professionals are the new masters of the universe. They travel the world, command very high incomes and have incredible excitement and adventure in the global sales world. This book is designed to help people become successful global sales professionals. It will teach you the global selling skills which revolve around cultural, social, lingual and political worlds. It will teach you how to establish and maintain long-term relationships with customers of completely different backgrounds, beliefs and values. It will teach you how to take your professional selling skills and move them to a new global level where the risks are higher and the rewards are greater. The differences between a professional salesperson of any individual country and a global sales professional of the world are extensive. A successful global sales professional has all of the sales skills of a proven sales expert. She/he knows marketing almost as well as sales and also knows how to utilize PR and Advertising for sales results. He/she understands customer needs, wants and demands and how to create a customer relationship that is effective and lasting. Basically, a sales professional has all the skills needed to 'go global' except for the global selling skills that are unique to international business. This book will be your short and fast guide to understanding global selling as well as international business. Each chapter has a Faranda Maxim and an explanation of how to use this 'Faranda Maxim' technique in global selling situations and in life. Each chapter features examples as well as corporate stories that demonstrate both successful and unsuccessful attempts in global selling. Each chapter is focused on one skill and provides a short guide to that skill. This book is a powerful way to learn the skills needed to thrive as a Global Sales Professional. Use it to break into the global selling profession. Use it to enlarge your global selling skills. Use it to increase your income and satisfaction in being A GLOBAL SALES PROFESSIONAL.