Sales Management: Strategy, Process and Practice, Edition 4

Macmillan International Higher Education
Free sample

Professional Selling and Sales Management have become more complex and multifaceted than ever before, but also a more exciting and stimulating function and profession.

Sales Management provides a comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fully updated and revised fourth edition of this highly successful text includes new chapters on Defining and Implementing Sales Strategies and Key Account Management. The book features an increased emphasis on the practical approaches to Professional Selling and extensive up-to-date coverage of Motivation and Leadership of the Sales Force, Technology, Sales Training and Sales Performance.

With a wealth of international examples, it contains a unique combination of academic rigor and practical focus, based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. It is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.
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About the author

Javier Marcos Cuevas is the Director of Custom Programmes, Executive Education and Senior Teaching Faculty at the University of Cambridge Judge Business School. His main areas of expertise and research are Professional Selling and Sales Management, Executive Education and Organizational Development. He has designed and delivered programmes globally and has also co-authored with Regis and Bill the book From Selling to Co-creating (BIS Publishers, 2014) and numerous academic and practitioner oriented articles and reports.

Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, Aberdeen. His research interests are in selling, customer relationships and the management of sales operations.

Régis Lemmens is the founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is also a professor in Sales and Sales Management and teaches at business schools in Belgium (Antwerp Management School, Solvay Business school), the Netherlands (Tias Business School) and in the UK (Cranfield School of Management).
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Additional Information

Publisher
Macmillan International Higher Education
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Published on
Dec 21, 2015
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Pages
328
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ISBN
9781137355126
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Best For
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Language
English
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Genres
Business & Economics / General
Business & Economics / Management
Business & Economics / Marketing / General
Business & Economics / Sales & Selling / General
Business & Economics / Sales & Selling / Management
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Content Protection
This content is DRM protected.
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Reading information

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This thesis addresses important research gaps in the literature on the marketing-finance interface. While there have been considerable research activities on marketing-finance topics such as marketing assets or marketing metrics, only few scholars have looked at the organizational interface between marketing and finance. We know surprisingly little about how marketing, sales, and finance units actually work together within organizations. In his PhD thesis Dirk Weissbrich chooses a qualitative research design to gain insight into this unknown organizational phenomenon. Drawing on 78 face-to-face interviews with managers from marketing, sales, and finance in 42 companies, the author develops a better understanding of the organizational link between marketing, sales, and finance units. Specifically, Dirk Weissbrich makes three major research contributions. First, the author introduces the idea of the marketing-sales-finance triangle and explores eight finance-related key interaction fields and decision areas: (1) Plans & Budgets, (2) Reports & Analyses, (3) Cost Optimization, (4) Calculations & Investment Management, (5) Financial Accounting, (6) Debtor Management, (7) Compliance & Risk Management, and (8) Pricing. The author describes in detail how marketing, sales, and finance cooperate in each key interaction field and decision area. Second, the author discusses each function’s value added to the respective interaction field and decision area in the marketing-sales-finance-triangle. On the basis of these interaction field specific insights, a more general picture on the role of each function in the marketing-sales-finance triangle is developed.
GET THE RESULTS YOU WANT IN SALES. FAST.

Today’s successful salespeople sell solutions to their customers, rather than push products at them. To do this well you need a diverse range of skills. You need sharp business skills or else you’ll make few or poor sales and negotiating skills for the same reason. You need to be an excellent communicator, have a healthy level of confidence and be able to develop a feeling of empathy and rapport with the people you meet as you pursue sales. You need to be able to understand your customer's needs and wants, design a tailored solution for them and explain exactly what benefits they will derive from it.

Fast Track to Success: Sales helps you do this by giving you an overview of best practice in all aspects of sales, along with practical advice on how to lead and manage a sales team.

This practical, career-oriented book gets you up to speed on sales quickly. It gives you:

Sales in a nutshell - a series of frequently-asked-questions to give you a concise overview of the subject The top 10 tools and techniques you can use to help you develop your approach to successful selling Simple checklists to help you identify the strengths and weaknesses of your capabilities and those of your team Advice on leading your team – how to decide your leadership style and build your team Tips on how to progress your career, whether it’s your first 10 weeks in the job or whether you’re looking to get right to the top

Don’t get left behind, set out on the Fast Track today. For more resources, log on to the series website at www.fast-track-me.com.

EVERYTHING YOU NEED TO ACCELERATE YOUR CAREER

The Fast Track books provide you with a complete resource to get ahead as a manager – faster. They bring together the latest business thinking, cutting edge online material and all the practical techniques you need to fast track your career. Specially designed to help you learn what you need to know and to develop the skills you need to get ahead, each book is broken down into 4 key areas:

Awareness - find out where you are now and what you need to do to improve Business building - the tools and techniques you need to build up your skills Career development- learn the steps you should take now if you want to get ahead Director’s toolkit - tips to get you to the top. And make sure you stay there!

Fast Track features include:

The Fast Track Top 10 – a concise, cutting edge summary of the information you need to shine Quick Tips and FAQs – a short cut to practical advice from people who have been there before you and succeeded Real life stories to give examples of what works – and critically, what doesn’t Practical career guidance including a framework of objectives for your first 10 weeks in a new role Expert Voices – to give you the state of the art view from today’s leading experts

Visit the companion web-site www.Fast-Track-Me.com to learn more about the books and explore the business methods, tools and techniques contained in each book – log on now to get on the Fast Track today.

About the authors

John is a Senior Management Consultant with Mercuri International, one of the world's largest sales consultancies.

At Mercuri he is actively involved with selling as well as developing and delivering sales and sales management training workshops to companies across all industries around the world.

He has 25 years experience in selling to SMEs as well as the world's largest multinationals in Europe, North America and the Middle and Near East. Having lived in North America for over 10 years, he brings the best in sales techniques from both sides of the Atlantic.

He has worked in front line sales, led international sales teams and inspired third party distributors.

John has also run international business redesign projects and has over five years in Marketing Director roles. He gained a B.Sc at Southampton University in 1981.

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Ditch the failed sales tactics, fill your pipeline, and crush your number

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!

Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing

#1 New York Times Business Bestseller
#1 Wall Street Journal Business Bestseller
#1 Washington Post bestseller

From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives.

According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.

But dig deeper and a startling truth emerges:

Yes, one in nine Americans works in sales. But so do the other eight.

Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.

To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.

Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.
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