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Product DescriptionIn today’s markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the [...]

Product DescriptionThis work reveals the secret of successful selling lies in reversing the conventional selling process. It argues that the customer’s needs and the decision-making process should be the first point of focus, and provides a breakdown of the eight-stage decision cycle the customer goes through.
Customer Centered Selling: Eight Steps to Success from the World’s [...]

Product DescriptionThis work reveals the secret of successful selling lies in reversing the conventional selling process. It argues that the customer’s needs and the decision-making process should be the first point of focus, and provides a breakdown of the eight-stage decision cycle the customer goes through.
Customer Centered Selling: Eight Steps to Success from the World’s [...]

Product DescriptionThe very meaning of selling has been redefined by the economic and technological forces of the past few decades. If you’re a salesperson, your future is now linked to one thing: how customers perceive your value. From Vendor to Business Resource shows salespeople and companies how to transform themselves to thrive in this new [...]

Product DescriptionThis digital document is a journal article from Industrial Marketing Management, published by Elsevier in 2005. The article is delivered in HTML format and is available in your Amazon.com Media Library immediately after purchase. You can view it with any web browser.Description: Despite the growing importance and potential of sales force automation (SFA), failure [...]

Product Description“Management of a Sales Force” is the best selling text in the sales management market, with a reputation for blending leading-edge research and student-friendly writing better than any other book. The 12th edition has been thoroughly revised to reflect all the changes that affect the sales manager’s role, from the increasing globalization of business [...]

Product DescriptionIn Masters of Loyalty, you will learn the only real reason why customers become genuinely loyal to suppliers – and why most companies get the loyalty equation wrong. Masters of Loyalty gives both sales managers and salespeople, an intimate view of what loyal customer relationships look and sound like and how to go about [...]

Product DescriptionMany firms still aren’t taking advantage of sales automation, despite the fact that new technologies can boost sales up to 30 percent. Now this practical, hands-on guide reveals the secrets of the process. Totally jargon-free, it shows how sales pros can use computers to gain more selling time, reduce costs, minimize paperwork (including call [...]

Product DescriptionTraditional ways of motivating a sales force have included money, incentives, contests and even turnover (regardless of performance). While it’s true being a sales professional is not for everyone, there is a way to identify, build and retain a top-notch motivated sales force. The trick is to build and keep a sales team that [...]

Product DescriptionEvery firm’s sales force combines the distinctive personalities of its members with complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of [...]