Download or read book The Strategic Role of the Salesperson in Established Buyer seller Relationships written by Harald Biong and published by . This book was released on 1996 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book The Strategic Role of the Salesperson in Established Buyer seller Relationship written by Harald Biong and published by . This book was released on 1996 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Achieving a Strategic Sales Focus written by Kenneth Le Meunier-FitzHugh and published by Oxford University Press. This book was released on 2016-09-05 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.

Download or read book When Buyers Say No written by Tom Hopkins and published by Business Plus. This book was released on 2014-04-01 with total page 221 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key. It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships. There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.

Download or read book The Role of the Salesperson in Building Trust and Collaboration in Buyer Seller Relationships written by Mahesh Srinivasan and published by . This book was released on 2012 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this paper, the impact of the antecedents of trust including the buyer's perception of equity with the salesperson and salesperson benevolence on development of trust in a buyer-salesperson relationship is examined. The moderating roles of supply risks on this association are also examined in the context of established business-to-business buyer-salesperson relationships. Further, a positive relationship between the buying firm's trust in a supplier's salesperson and the development of trust in that supplier is hypothesized. Also, it is hypothesized that this development of trust within the supply chain relationship will ultimately lead to collaboration within the supply chain. The theoretical and practical ramifications of these findings and future avenues of research are also discussed.

Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Download or read book Strategic Customer Management written by Nigel F Piercy and published by OUP Oxford. This book was released on 2009-03-12 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies. Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.

Download or read book The Oxford Handbook of Strategic Sales and Sales Management written by David W. Cravens and published by OUP Oxford. This book was released on 2012-11-22 with total page 660 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.

Download or read book The Giants of Sales written by Tom Sant and published by Amacom Books. This book was released on 2006 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you're weary of fads, one-size-fits-all methods, or missives from self-styled gurus, this is the sales book you've been waiting for. Packed with colourful historical detail and insights into the secrets of sales success, The Giants of Sales examines the key innovations and lasting impact of the four greatest sales gurus of the twentieth century.

Download or read book Conflict Management in Buyer Seller Relationships written by Lionel Bobot and published by . This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Given differing organizational needs and goals, underlying conflicts and tensions are an inherent part of buyer-seller relationships. This research presents and tests a conceptual framework examining the effect of the type of conflict (dysfunctional and functional) in the relationship, the conflict management approaches used by the salesperson, and the subsequent quality of the buyer-seller relationship. The framework is tested using surveys completed by 109 salespeople. The findings of this study are relevant to marketing practitioners and managers, particularly salespeople, sales managers, and purchasing managers. First, the most straightforward and obvious finding is that dysfunctional conflict is detrimental to relationship quality. Conversely, functional conflict showed no significant association with either trust or satisfaction. The only conflict management strategy that had a significant association with both functional and dysfunctional conflicts in this study was the confronting strategy.

Download or read book Rethinking Sales Management written by Beth Rogers and published by John Wiley & Sons. This book was released on 2011-02-15 with total page 317 pages. Available in PDF, EPUB and Kindle. Book excerpt: Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.

Download or read book Sales Foundation written by Sorin Dumitrascu and published by . This book was released on 2018-02-02 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: A sales transaction is a frontline interface between a seller and a customer. From the moment the sale is agreed, the process is very much a single action involving the salesperson. However, getting to this point involves the combined efforts of many people in the organization and the full support of the Sales and Marketing Departments.The sales and marketing functions have a symbiotic relationship, as the activities of both are interdependent and mutually beneficial. There's no point in marketing a product if there isn't a sales function to do the actual selling. Likewise, it's almost impossible to successfully sell a product without marketing planning and support.Sales is a difficult discipline to master. There are no quick solutions that can guarantee sales success. In today's ever-shifting, globally competitive environment, achieving success in sales is harder than ever.This course discusses the close connection between sales and marketing. In addition, it details key competencies that can benefit a sales professional. It also covers trends that influence the current sales environment and how these have changed the buyer-seller relationship. This course will also give insight into consumer buying behavior, the buying decision process, and the sales process.With increasing competition in a global economy, it's essential to have a good sales strategy. Strategic sales planning helps you understand the needs of your customers, which leads to increased revenue and improved client loyalty. It also helps to shorten the sales cycle and allows you to identify and take advantage of the best opportunities.In this course, you'll learn about the four steps of developing a sales strategy.The first step is analyzing the competition, which allows you to understand your company's place in the marketplace.The next step is segmenting customers, which helps you understand how to group together customers who have similar purchasing desires, needs, challenges, and price sensitivities.The third step is to create clear, concise, and feasible value propositions, which explain to customers the benefit of buying or using your products or services. In the last step, you'll learn how to develop a sales process, which defines what sales activities to undertake, and when. The topics in this course are structured to take you through the steps, and the final topic allows you to demonstrate your knowledge as you put all the steps together.Are you a person who thinks salespeople are born and not made? Well, it's true that some people seem born to sell, but most others have to learn how. Learning how to sell anything can be frightening - the potential for failure is high. However, there are techniques that can make the process of pitching, negotiating, and closing a sale much easier.In this course, you'll learn about activities that are done in steps four, five, and six of the sales process - presenting, discovering, and closing.You'll learn how to prepare and deliver effective sales presentations. This includes organizing content according to the structure of a typical sales presentation, and rehearsing with a coach.Next, you'll learn about how to prepare for a negotiation. You'll learn about the four main types of objections and how to counter them. And then you'll learn how to negotiate a sale.Finally, the course will show you how to close a sale by building momentum, recognizing when to close, and choosing the closing methods that are appropriate for you, your customers, and your sales situation.A sale is a transaction that takes place between two parties. It can involve a selling organization and a buying organization, or a salesperson and a customer. For this transaction to be successful there is one fundamental requirement: respect.

Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2016-02-19 with total page 648 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Download or read book Leader Effectiveness Training L E T Revised written by Thomas Gordon and published by Penguin. This book was released on 2001-10-01 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt: L.E.T. has changed countless corporations and private businesses-including many Fortune 500 companies-with its down-to-earth communication and conflict resolution skills. Now, this indispensable source has been newly revised with updated research and timely case studies.

Download or read book RELATIONSHIP MARKETING written by SUPRIYA BISWAS and published by PHI Learning Pvt. Ltd.. This book was released on 2014-08-14 with total page 481 pages. Available in PDF, EPUB and Kindle. Book excerpt: The role of relationship marketing in the current business scenario has become significant as maintaining good relationships with various sections of society, especially the customers, is important for achieving organisational objectives. The book encapsulates all the essential aspects of relationship marketing in an easy-to-understand manner. It has been thoroughly revised and enlarged in the Second Edition and incorporates topics based on emerging concepts of marketing and technology, including relationship parameter in brand identity, service recovery paradox, adversity quotient of relationship managers, impact of social networking on customer relations, as well as applications of cloud and mobile computing in the practice of relationship marketing. Inclusion of new and contemporary case studies from industries—Toyota logo, Removing pain points: How Coco-Colas low-cost solar cooler is helping Coke spread its wing in villages, and Mobile computing in general insurance business, provides a practical orientation to the text and help students to understand concepts of relationship marketing in the context of real-world situation. Apart from these, case assignments have been developed on various dimensions of relationship marketing. Intended as a textbook for the postgraduate students of management, the book is equally useful for relationship managers, executives, and sales and marketing professionals.

Download or read book Antecedents and Consequences of Salesperson Listening Effectiveness in Buyer seller Relationships written by Jasmin Bergeron and published by . This book was released on 2004 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: To advance the claim that effective listening is a skill of paramount importance for sales representatives may appear prima-facie to belabour an obvious assumption. Yet, a consensus seems to exist in the literature that the average salesperson exhibits, at best, poor listening skills. This claim provides the impetus for the development of listening studies in the buyer-seller paradigm, which historically have been underpresented within the overall domain of sales research. The goals of the present dissertation were fourfold: (a) to define what it means to "listen" in the selling context, (b) to test the multidimensional structure of the listening construct, (c) to examine several key antecedents and (d) major consequences of salesperson listening effectiveness. First, a content analysis of key words in more than 50 conceptualizations of listening lead us to define listening as: "the selective act of physically sensing, mentally processing, and responding to verbal and/or nonverbal messages." To attain the three next objectives, a survey was distributed to more than 600 buyer-seller dyads in the banking industry. In order to collect relevant data, numerous strategies were employed, such as survey pre-notification, response incentives, sponsorship, and follow-ups. Nearly 1200 respondents, representing more than 10 financial institutions, completed our questionnaires. A battery of statistical tests indicated that listening in personal selling encompasses three dimensions: physical sensing, mental processing, and responding. Out of 12 variables hypothesized to influence effective listening, the following seven salesperson-related factors were identified as significant precursors: customer orientation, motivation to listen, customer knowledge, empathy, memory, past listening training, and internal buyer-seller similarity. Our empirical results also indicated that listening effectiveness is positively (and strongly) associated with service quality, trust, satisfaction, word-of-mouth propensity, purchase intentions, and sales performance (whether measured by perceptions or quantitative data). Several interesting conclusions were distilled from the findings and numerous theoretical and practical recommendations were suggested. It is our hope that this dissertation will (a) entice organizations to emphasize salespeople listening skills as a competitive advantage and (b) be used as a spring board by sales researchers to accrue research efforts and continued theory development in understanding the truly rich role of listening.

Download or read book Brand Attachment written by C. Whan Park and published by Now Publishers Inc. This book was released on 2008 with total page 50 pages. Available in PDF, EPUB and Kindle. Book excerpt: The purpose of this review is to provide an overview of various literatures related to consumer search for information, and its effect on markets. Normative models of consumer search prior to purchase, and of consumer search through experience, are reviewed first. Models of consumer consideration set formation are also outlined. These models are generally based on consumers balancing the costs and benefits of search, which implies that search should be limited if it is costly. The extensive empirical literature on consumer search, which is reviewed next, does indicate that search is limited. The third major section of this review discusses the effect of search on market equilibrium, and market forces related to the supply of information. These include models of how advertising, retailing, and the Internet become organized to facilitate consumer search. The review concludes with a discussion of overall findings and suggestions for further research.