sales excellence systematic sales management management for professionals

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Sales Excellence

Author : Christian Homburg
ISBN : 9783642291692
Genre : Business & Economics
File Size : 66. 34 MB
Format : PDF, ePub
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This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

Competence Based Vocational And Professional Education

Author : Martin Mulder
ISBN : 9783319417134
Genre : Education
File Size : 77. 43 MB
Format : PDF, ePub
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This book presents a comprehensive overview of extant literature on competence-based vocational and professional education since the introduction of the competence concept in the 1950s. To structure the fi eld, the book distinguishes between three approaches to defi ning competence, based on 1.functional behaviourism, 2. integrated occupationalism, and 3. situated professionalism. It also distinguishes between two ways of operationalizing competence: 1. behaviour-oriented generic, and 2. task-oriented specifi c competence. Lastly, it identifi es three kinds of competencies, related to: 1. specific activities, 2. known jobs, and 3. the unknown future. Competence for the unknown future must receive more attention, as our world is rapidly evolving and there are many ‘glocal’ challenges which call for innovation and a profound transformation of policies and practices. Th e book presents a range of diff erent approaches to competence-based education, and demonstrates that competencebased education is a worldwide innovation, which is institutionalized in various ways. It presents the major theories and policies, specifi c components of educational systems, such as recognition, accreditation, modelling and assessment, and developments in discipline-oriented and transversal competence domains. Th e book concludes by synthesizing the diff erent perspectives with the intention to contribute to further improving vocational and professional education policy and practice. Joao Santos, Deputy Head of Unit C5, Vocational Training and Adult Education, Directorate General for Employment, Social Aff airs and Inclusion, European Commission: “This comprehensive work on competence-based education led by Martin Mulder, provides an excellent and timely contribution to the current debate on a New Skills Agenda for Europe, and the challenge of bridging the employment and education and training worlds closer together. Th is book will infl uence our work aimed at improving the relevance of vocational education to support initial and continuing vocational education and training policy and practice aimed at strengthening the key competencies for the 21st century.” Prof. Dr. Reinhold Weiss, Deputy President and Head of the Research, Federal Institute for Vocational Education and Training (BIBB), Bonn, Germany: “This book illustrates that the idea and concept of competence is not only a buzzword in educational debates but key to innovative pedagogical thinking as well as educational practice.” Prof. Dr. Johanna Lasonen, College of Education, University of South Florida, Tampa, USA: "Competence-based Vocational and Professional Education is one of the most important multi-disciplinary book in education and training. Th is path-breaking book off ers a timely, rich and global perspective on the fi eld. Th e book is a good resource for practitioners, policymakers and researchers."

Excellence In Sales

Author : Holger Dannenberg
ISBN : 3834987824
Genre : Business & Economics
File Size : 81. 54 MB
Format : PDF, Kindle
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"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

The Collaborative Sale

Author : Keith M. Eades
ISBN : 9781118872352
Genre : Business & Economics
File Size : 69. 53 MB
Format : PDF, ePub, Docs
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Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

Sales Training Basics

Author : Angela Siegfried
ISBN : 9781607283966
Genre : Business & Economics
File Size : 82. 58 MB
Format : PDF, Mobi
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Getting A Top Job In Marketing

Author : Patrick Forsyth
ISBN : 0749435577
Genre : Marketing
File Size : 51. 84 MB
Format : PDF, ePub, Docs
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Designed for readers who aim to make it to the top, this volume offers advice and insider tips on how to gain success in marketing. It features: case studies, interviews, information on key elements of particular jobs, people profiles, contact points, and website addresses.

21st Century Management

Author : M. Lindgren
ISBN : 9780230343290
Genre : Business & Economics
File Size : 60. 91 MB
Format : PDF, ePub, Docs
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Explores the changing business landscape of the 21st century and what it means for organizations. The author presents a new model for how to think about and handle the complex world of business from a managerial and innovative perspective with tips and tools for motivating and engaging your organization, clients and customers.

Professional Selling

Author : Lawrence B. Chonko
ISBN : 0205141390
Genre : Business & Economics
File Size : 20. 28 MB
Format : PDF, ePub, Docs
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More Than A Showroom

Author : Daniel G. Bachrach
ISBN : 9781137551894
Genre : Business & Economics
File Size : 51. 57 MB
Format : PDF, Mobi
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The growing phenomenon of showrooming plagues sales managers and small retailers in ever increasing numbers as technology has evolved to create smarter and more empowered consumers. Showrooming refers to the phenomenon of consumers – or potential consumers - browsing products in a retail store, and then ultimately purchasing online at a lower price through another store. In the age of the Internet, the sight of a customer who will visit a store and use their smartphone to scan the barcode, hoping to find the same item at a cheaper price from a different vendor has become commonplace. Through exhaustive research, the authors of this book investigate this exploding trend and offer strategies, tools, and training approaches that can help to transform showrooming customers into in-store sales. Offering retail managers and owners deep insight into how they can stem the loss of resources to showrooming, this book, through a close, systematic examination of showrooming, provides insight and understanding of the value added through customer service and expert salesperson knowledge. Retailers will learn how to implement essential, incremental changes to infuse value in the customer experience and entice significantly improved in-store sales while building core customer relationships and enhancing loyalty.

Achieving Excellence In Stakeholder Management

Author : Joachim Scharioth
ISBN : 9783540246923
Genre : Business & Economics
File Size : 22. 89 MB
Format : PDF, Mobi
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The term ‘stakeholder management’ describes the policy towards all interest groups that have a stake in a company. Here, companies using a Stakeholder Management tool give their first-hand account of how this tool enables them to successfully measure, monitor and manage their stakeholders' performance. The experience of these companies highlights how across different sectors and countries strong customer relationships, committed employees and successful relationships with suppliers can be created to stay at the forefront of today’s global economy. Company contributions are complemented by expert articles about current business topics such as Performance Measurement, Balanced Scorecard and Data Mining methodologies.

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