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Sales Force Management : Leadership, Innovation, Technology
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Sales Force Management : Leadership, Innovation, Technology
This 14th edition of Sales Force Management continues to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source.The authors have strengthened the focus on the use of technology in sales management including the use of AI in predictive sales analytics, updated the content to reflect the enduring impact of the Covid-19 Pandemic, and revised the case studies and features throughout.Pedagogical features include:All-new ‘Thought Bubblers’ posing international challenges regularly encountered by sales managers to develop students’ cultural intelligence and ability to handle cross-cultural interactions with ease.Engaging breakout questions designed to spark lively discussion. Leadership Challenge assignments at the end of every chapter to help students understand and apply the principles they have learned in the classroom. Minicases updated to reflect contemporary B2B industry settings that today’s graduating sales students will find themselves in, such as technology sales roles. Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers. Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales. Role-Play exercises at the end of each chapter, designed to enable students to learn by doing. This fully updated new edition is an invaluable resource for students of sales management at both undergraduate and postgraduate levels. Online supplementary resources include an Instructor’s Manual and PowerPoint lecture slides.
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Sales Force Management : Leadership, Innovation, Technology: International Student Edition
In this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice.The authors have strengthened the focus on the use of technology in sales management, offered new discussions on innovative sales practices, and further highlighted sales and marketing integration.By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source.Pedagogical features include:Engaging breakout questions designed to spark lively discussionLeadership Challenge assignments and Minicases at the end of every chapter are to help students understand and apply the principles they have learned in the classroomLeadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managersEthical Moment boxes in each chapter put students on the firing line of making ethical choices in salesRole-Play exercises at the end of each chapter, designed to enable students to learn by doingA comprehensive selection of updated and revised longer sales management case studies, in the book and on the companion website. This fully updated new edition offers a thorough and integrated overview of accumulated theory and research relevant to sales management, translated clearly into practical applications – a hallmark of Sales Force Management over the years.It is an invaluable resource for students of sales management at both undergraduate and postgraduate levels. The companion website features an instructor’s manual, PowerPoints, case studies, and other tools to provide additional support for students and instructors.
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Business Development Culture : Taking Sales Culture Beyond the Sales Team
Adopt a sales-orientated approach to your business and facilitate the same attitude throughout your company's culture, by ensuring the objective of generating business profit is embraced by the entire organization - not just the sales team - to achieve long term growth.Business Development Culture defines how to facilitate a sales-oriented perspective throughout a company culture, enabling it to sell more on an ongoing and consistent basis.Highly practical in its approach, this book empowers readers to break away from the frustrations of missed opportunities and lost leads, and to escape the repetitive 'feast and famine' sales patterns.Providing direct guidance on the implementation of an immersive business development culture, this book will ensure that the wider objective of generating business profit is embraced by the entire organization, not just the sales team. Easily tailored to maximize current processes, this book features numerous tools and market-tested insights to support leaders in adapting their approach at both team and strategy levels.This invaluable guidance is supporting by impactful interviews from across the industry.Insightful, practical and directly relevant, it is an essential read to achieve stable, consistent growth, and ultimately, long-term profits.
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Are sales-driven technology companies effective?
Sales-driven technology companies can be effective in generating revenue and driving growth, as they prioritize sales and customer acquisition. However, they may sometimes focus more on short-term gains rather than long-term customer satisfaction and product innovation. It's important for these companies to strike a balance between sales and product development to ensure sustained success and customer loyalty. Ultimately, the effectiveness of sales-driven technology companies depends on their ability to adapt to market changes, deliver value to customers, and maintain a strong sales strategy.
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What is the IHK certification in Sales Engineering?
The IHK certification in Sales Engineering is a professional certification offered by the German Chamber of Commerce and Industry (IHK). It is designed for individuals working in sales roles within technical industries, such as engineering or manufacturing. The certification program covers topics such as technical product knowledge, sales techniques, customer relationship management, and project management. By obtaining this certification, individuals can demonstrate their expertise in both technical and sales aspects, making them more competitive in the field of sales engineering.
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What does a sales representative in the indoor sales department for energy and industrial technology do?
A sales representative in the indoor sales department for energy and industrial technology is responsible for selling products and services related to energy and industrial technology to clients. This may include conducting sales calls, responding to inquiries, and providing product information to potential customers. They may also be responsible for maintaining and developing relationships with existing clients, as well as identifying and pursuing new business opportunities. Additionally, they may be involved in preparing and presenting sales proposals and negotiating contracts with clients.
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What requirements are needed for the job as a Sales Development Representative?
To become a Sales Development Representative, candidates typically need a bachelor's degree in business, marketing, or a related field. Strong communication and interpersonal skills are essential for building relationships with potential clients. Additionally, having a good understanding of sales techniques and strategies, as well as being results-driven and goal-oriented, are important qualities for success in this role. Previous experience in sales or customer service can also be beneficial.
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Sales Management : A Research Overview
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.
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Science, Technology And Innovation Indicators : Lessons from the Development Experience in Africa
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Sales Force CompensationDynamic Investment Models in Accounting Research
This monograph presents three variants of the neoclassical investment model and characterizes the firm's optimal investment policy, equity value, and the desirable properties of accrual accounting rules in each setting.Two main questions are considered: (1) What accounting rules result in the most informative financial statements from the perspective of investors seeking to value the firm's equity? and (2) What accounting rules can be efficiently used by shareholders in evaluating the performance of better informed managers?One accounting treatment, referred to as replacement cost accounting, achieves efficiency along both dimensions. The notion of replacement cost studied in this monograph corresponds closely to that of fair value, as defined in IFRS 13, in that it is defined as either (i) the current price of the capital goods in a perfectly competitive market, if such a market is available, or (ii) the hypothetical amount that would have to be incurred today to replace the current and future capacity of the capital goods in question.While the replacement cost rule is, in many settings, unique in providing the firm's shareholders with sufficient information for precise equity valuation, the problem of efficient performance measurement is generally less informationally demanding.For example, under certain plausible conditions, the owners can incentivize a better informed manager to make efficient investment decisions using the straight-line depreciation method.
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Sales Management : Shaping Future Sales Leaders
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What can one do for further development after completing a sales training?
After completing a sales training, one can further develop their skills by seeking out mentorship from experienced sales professionals, continuously practicing and refining their sales techniques, staying updated on industry trends and best practices, and seeking feedback from clients and colleagues to identify areas for improvement. Additionally, attending workshops, seminars, and conferences related to sales and networking with other professionals in the field can also contribute to ongoing development. Finally, setting personal development goals and regularly evaluating progress can help to ensure continuous improvement in sales skills.
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What is the meaning of actual sales and target sales?
Actual sales refer to the real, tangible sales that a company has achieved within a specific period of time, such as a month or a quarter. These are the sales figures that have been realized and recorded. On the other hand, target sales are the sales goals or objectives that a company sets for itself to achieve within a certain time frame. These targets are often based on factors such as market demand, historical sales data, and company growth projections. Comparing actual sales to target sales allows a company to assess its performance and determine whether it has met, exceeded, or fallen short of its sales goals.
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Why do the sales managers have no idea about sales?
The sales managers may have no idea about sales for a variety of reasons. It could be due to lack of proper training and development, limited experience in the industry, or a disconnect between the sales team and management. Additionally, the sales managers may be focused on administrative tasks rather than being actively involved in the sales process, leading to a lack of understanding of the current sales landscape. It's also possible that the sales managers are not effectively communicating with the sales team, resulting in a lack of insight into the challenges and opportunities in the sales process.
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Which sales price, the gross sales price or the net sales price, is used to calculate the margin?
The net sales price is used to calculate the margin. The net sales price is the total sales price after deducting any discounts, returns, or allowances. It provides a more accurate representation of the revenue generated from the sale of goods or services and is therefore used to calculate the margin, which is the difference between the cost of goods sold and the net sales price.
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