Download or read book Effective Selling and Sales Management in Australia written by John Richard Coghlan and published by . This book was released on 1959 with total page 520 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Australian Sales Management written by Guy Callender and published by Macmillan Education AU. This book was released on 1993 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: Textbook for students of sales management courses. Combines theoretical work on management of a sales team with practical references to the Australian business environment. Begins with an introduction to the special conditions of sales management in Australia and proceeds with an examination of managing the workforce, general management skills, financial skills for sales managers and a discussion of contemporary issues such as ethics and quality. Each chapter includes review questions and a brief case study. Includes a glossary and index. Guy Callender lectures in organisational behaviour and management and has experience in business administration and small business management. Kevin Reid teaches in sales management, marketing and distribution.
Download or read book Effective Selling and Sales Management written by Gini Graham Scott and published by iUniverse. This book was released on 2007-10-12 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt: EFFECTIVE SELLING AND SALES MANAGMENT is designed for anyone with a product or service to sell, from entrepreneurs and small business people to managers of corporate sales groups. The first chapters feature effective sales techniques; then the book deals with how to recruit salespeople and build a powerful sales team. The chapters cover these topics: -Creating sales materials -Getting started -Selling techniques -Finding Leads -Using the telephone effectively -Effective presentations -Recruiting others to sell for you -Recruiting a sales manager -Recruiting your own sales team -Interviewing sales people -Orienting new sales people -Organizing new sales people -Setting up a training program -Coordinating sales activities -Keeping your sales group motivated -Providing extra assistance and support -Training sales people to train others
Download or read book Personal Selling and Sales Management written by Gerald L. Manning and published by . This book was released on 2006 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: A compilation of works for the Personal Selling and Sales Management Course at the University of South Australia. It is compiled from Selling Today: Creating Customer Value and Selling and Sales Management.
Download or read book Effective Selling and Sales Management written by Gini Graham Scott and published by iUniverse. This book was released on 2007-10 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt: EFFECTIVE SELLING AND SALES MANAGMENT is designed for anyone with a product or service to sell, from entrepreneurs and small business people to managers of corporate sales groups. The first chapters feature effective sales techniques; then the book deals with how to recruit salespeople and build a powerful sales team. The chapters cover these topics: -Creating sales materials -Getting started -Selling techniques -Finding Leads -Using the telephone effectively -Effective presentations -Recruiting others to sell for you -Recruiting a sales manager -Recruiting your own sales team -Interviewing sales people -Orienting new sales people -Organizing new sales people -Setting up a training program -Coordinating sales activities -Keeping your sales group motivated -Providing extra assistance and support -Training sales people to train others
Download or read book Sales Management written by Dalrymple and published by . This book was released on 2003-12-01 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Innovative Selling written by Eden White and published by Business Expert Press. This book was released on 2020-05-19 with total page 187 pages. Available in PDF, EPUB and Kindle. Book excerpt: Innovative Selling is a unique book for corporate sales professionals and their sales leaders about how to prepare, manage, cope, and succeed at corporate global sales. Recent research has discovered concerning underlying discontent with professional sales people who represent global sales organizations. This book assists the sales professionals with navigating the dilemmas and pitfalls that confront today’s corporate sellers so they emerge at the other end mentally healthy, skilled, and sane. The book also tackles and simplifies the basic steps of the overall sales process, territory planning, and product training, so as to ultimately improve your sales results. Many sales people today are looking for a simple and concise book to guide them through the corporate sales process–this is the book for you.
Download or read book The Machine written by Justin Roff-Marsh and published by . This book was released on 2015 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Brace yourself for plain talk about what's wrong with sales and marketing. Consultant Justin Roff-Marsh says that traditional approaches no longer work: inventories pile up; customers avoid visits from field salespeople; sales technology makes things worse; and commissions and bonuses drive salespeople to underperform. Roff-Marsh, a survivor of the hard-knocks world of sales, interlaces his old-school approach to leadership with a gentler understanding of human motivation. His examples, if sometimes strident, provide sound solutions. Even seasoned sellers, sales executives and CEOs will discover challenging new tactics and strategies for reinventing sales. getAbstract recommends Roff-Marsh's change-driven manual as an illuminating treatment of an alternative tactic for daring salespeople, sales managers, and senior leaders seeking an original and comprehensive sales strategy.
Download or read book Sales Management written by Kenneth Le Meunier-FitzHugh and published by Taylor & Francis. This book was released on 2023-06-02 with total page 66 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales are the lifeblood of the business world and therefore an area of fundamental importance for scholarly research. This concise book analyses current thoughts and emerging practices in sales management research. Organisations who are looking to increase revenues and add new customers to their portfolio will find it increasingly difficult to successfully do this without being aware of and adopting the appropriate, adaptive sales processes. Emergent themes such as agile sales management, digital selling, artificial intelligence and trust will be discussed in the book that also embraces the importance of customer relationship management, and how salespeople are aligning their interactions with the marketing function. The text will review recent research to identify how to grow and organise the sales pipeline, manage hybrid sales teams, and the effects of new technologies on selling processes. These discussions will be helpful in highlighting issues and providing some solutions to practitioners who are operating in new environments. This book will be invaluable to sales researchers as it summarises current knowledge about key sales and sales management topics and indicates possible future research directions.
Download or read book Sales Management written by Earl D. Honeycutt and published by Psychology Press. This book was released on 2003 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt: Designed to prepare upper-level undergraduate and graduate business students for work in the exciting field of global sales management, this text focuses upon the managerial and cross-cultural aspects necessary for leading the global sales force.
Download or read book Sales Management written by C.L. Tyagi and published by Atlantic Publishers & Dist. This book was released on 2004 with total page 440 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Textbook Is Primarily Written For Students Pursuing Sales Management As A Main Or As An Optional Paper In Marketing Course. The Book Covers Syllabus Of B.B.A., M.B.A. And P.G.D.B.M. Marketing Executives And Advertising Managers Can Also Appraise Themselves Of The Subject.The Book Has Been Written In An Easy Language And A Lucid Style. Latest Models And Theories Are Very Well Explained With Practical Examples. Questions Set In The Universities Are Given At The End Of Each Chapter. Even Professionals In Marketing, Sales, Finance And Production/Purchasing Would Find This Easy-To-Understand Book Valuable.The Main Topics Covered In The Book Include :Introduction; Salesmanship And Themes Of Selling; Sales Promotion; Marketing Management; Physical Distribution; Salesmen-Recruitment; Personal Selling; Wholesaling; Retailing; Cooperative Selling; The Sales Organisation; Marketing Strategy In Personal-Selling; Sales And Other Departments; The Sales Manager; The Sales Force Management; Training In Sales; Remuneration Of Sales Personnel; Motivation By Sales Management; Sales Field, Territories, Quotas And Salesman S Report; Marketing Policies; Market Measurement, Sales Forecasting And Sales Budget; Psychology Of Sales; Techniques Of Selling; Sales Talks; Sales Records.
Download or read book Marketing written by Michael Baker and published by Macmillan Education AU. This book was released on 1998 with total page 564 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Marketing: Managerial Foundations" provides students with a sound understanding of marketing theory and practice, and does so in an Australian and New Zealand context. It is an introductory text that goes beyond the prescriptive approach. It seeks to meet the needs of a discipline that is now accepted as a fundamental aspect of business and one which needs and deserves an academic base of context, concept and application. No theoretical stone is left unturned as good practice is supported by essential theoretical frameworks. Students will find more discussion of the various arguments that provide views on the foundations and application of marketing. Concepts such as relationship marketing are traced and explored. The book provides a strong foundation for the study of marketing and is essential reading for the newcomer to marketing as well as being a valuable reference for the marketing professional.
Download or read book Australian Marketing Management written by Philip Kotler and published by . This book was released on 1980 with total page 642 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Virtual Selling written by Jeb Blount and published by John Wiley & Sons. This book was released on 2020-07-28 with total page 407 pages. Available in PDF, EPUB and Kindle. Book excerpt: And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you: How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the "Swiss Army Knife" of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.
Download or read book Marketing written by Philip Kotler and published by Pearson Higher Education AU. This book was released on 2015-05-20 with total page 743 pages. Available in PDF, EPUB and Kindle. Book excerpt: The ultimate resource for marketing professionals Today’s marketers are challenged to create vibrant, interactive communities of consumers who make products and brands a part of their daily lives in a dynamic world. Marketing, in its 9th Australian edition, continues to be the authoritative principles of marketing resource, delivering holistic, relevant, cutting edge content in new and exciting ways. Kotler delivers the theory that will form the cornerstone of your marketing studies, and shows you how to apply the concepts and practices of modern marketing science. Comprehensive and complete, written by industry-respected authors, this will serve as a perennial reference throughout your career.
Download or read book Sales Management written by Dalrymple and published by . This book was released on 1995-03-01 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Selling Sales Management written by Lisa Spiller and published by SAGE. This book was released on 2021-09 with total page 553 pages. Available in PDF, EPUB and Kindle. Book excerpt: A step-by-step "how-to" guide to selling in the contemporary world with a focus on storytelling to enhance relationship building and help drive sales; alongside skills development for sales management and today’s role for sales data analytics.
