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Kategoria BISAC: Business & Economics >> Sales & Selling - Management
ilość książek w kategorii: 1958
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Fundamentals of Sales Management for the Newly Appointed Sales Manager
ISBN: 9780814408735 / Angielski / Miękka / 224 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. Making the leap into sales management means meeting a whole new set of challenges. As a manager, you're going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more. Now that you've been handed these unfamiliar responsibilities, you're going to have to think on your feet -- or face the possibility of not living up to expectations. Easy-to-understand and filled with realistic examples and immediately usable strategies, Fundamentals of Sales Management for the Newly Appointed Sales... Making the leap into sales management means meeting a whole new set of challenges. As a manager, you're going to have to quickly develop the skill... |
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74,01 |
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Slow Down, Sell Faster!: Understand Your Customer's Buying Process and Maximize Your Sales
ISBN: 9780814416853 / Angielski / Miękka / 272 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. The biggest mistake you're making in your sales career right now is equating a faster pitch with a faster close. Believe it or not, you will actually experience greater success if you slow down. Slow Down, Sell Faster shows you how to stop jumping the gun and work with your customers to identify and quantify their real needs, so by the time you begin your pitch in earnest, you're already halfway home. Featuring a simple yet powerful eight-step process and practical, repeatable techniques, Slow Down, Sell Faster is packed with examples from the author's extensive...
The biggest mistake you're making in your sales career right now is equating a faster pitch with a faster close. Believe it or not, you will actually ...
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cena:
89,80 |
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High-Profit Selling: Win the Sale Without Compromising on Price
ISBN: 9780814420096 / Angielski / Miękka / 272 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins--short-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher price...and that success comes only to those focused on -profitable sales.- This eye-opening book shows readers how to: ...
In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, of...
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cena:
89,80 |
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Emotional Intelligence for Sales Success: Connect with Customers and Get Results
ISBN: 9780814430293 / Angielski / Miękka / 224 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. Even skilled salespeople buckle in tough selling situations--getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. Those are examples of the fight-or-flight response--something salespeople learn to avoid when they build their emotional intelligence. Studies have shown that emotional intelligence (EI) is a strong indicator of success. In Emotional Intelligence for Sales Success, sales trainer and expert Colleen Stanley shows how closely EI is tied to sales performance and how salespeople can sharpen their skills to maximize...
Even skilled salespeople buckle in tough selling situations--getting defensive with prospects who challenge them on price or too quickly caving to dis...
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cena:
78,08 |
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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
ISBN: 9780814431771 / Angielski / Miękka / 240 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: - Identify a strategic, finite, workable list of genuine prospects - Draft a compelling,...
Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the...
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cena:
89,80 |
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Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count
ISBN: 9780814431801 / Angielski / Miękka / 240 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. Winner of the Top Sales World Magazine's 2013 Top Sales & Marketing Book Award, Gold Medal
Winner of the Top Sales World Magazine's 2013 Top Sales & Marketing Book Award, Gold Medal
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cena:
74,17 |
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Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off
ISBN: 9780814473481 / Angielski / Miękka / 208 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. Completely revised with fresh examples and all new chapters, the second edition of "Red-Hot Cold Call Selling" reveals the secrets, strategies, and tips readers can use to elevate their prospecting skills and take their sales into the stratosphere. Readers will learn how they can: * define and target their ideal market -- and stop squandering time, energy, and money on unfocused prospecting * develop a personalized script utilizing all the elements of a successful cold call * get valuable information from assistants -- and then get past them * view voice mail not as a... Completely revised with fresh examples and all new chapters, the second edition of "Red-Hot Cold Call Selling" reveals the secrets, strategies, an... |
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74,17 |
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11 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count
ISBN: 9781601632623 / Angielski / Miękka / 256 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. |
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62,45 |
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Interfirm Business-to-Business Networks: Theory, Strategy, and Behavior
ISBN: 9781780520247 / Angielski / Twarda / 496 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. Nearly all business-to-business firms interact and have contractual relationships with upstream, downstream and parallel operating enterprises. How firms design and implement these relationships effectively, overcome poorly performing network linkages, and manage change in interfirm networks are the major topics that Volume 17 covers. The three papers in Volume 17 report new theory and in-depth descriptions of interfirm network behavior. Each paper includes extensive reviews of the relevant literature on interfirm network behavior as well as data analysis using empirical positivistic and/or...
Nearly all business-to-business firms interact and have contractual relationships with upstream, downstream and parallel operating enterprises. How fi...
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cena:
653,57 |
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Toward a Better Understanding of the Role of Value in Markets and Marketing
ISBN: 9781780529127 / Angielski / Twarda / 275 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. In their 2004 article "Evolving to a new dominant logic for marketing," Vargo and Lusch established the related principles that value is always co-created and, thus, firms cannot deliver value, but only develop compelling value propositions. This perspective is now known as "service-dominant (S-D) logic." Subsequent S-D logic work has suggested that value is not only always co-created; it also requires the integration of resources from multiple sources and thus is contextually contingent, since each instance of value creation involves the availability, integration, and use of a different...
In their 2004 article "Evolving to a new dominant logic for marketing," Vargo and Lusch established the related principles that value is always co-cre...
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cena:
517,62 |
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Review of Marketing Research
ISBN: 9781781907603 / Angielski / Twarda / 306 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. Edited by Naresh K. Malhotra, this volume of Review of Marketing Research delivers a high powered range of articles from leading researchers and universities. The issue provides insights of interest to marketers throughout the discipline. Topics covered include a critical review on consumer experience and experimental marketing, designing and pricing digital content products/ services and nation equity. Authors include senior Chaired professors from such prestigious institutions as Wharton and Columbia. This volume adds to the already formidable body of knowledge built up by this highly...
Edited by Naresh K. Malhotra, this volume of Review of Marketing Research delivers a high powered range of articles from leading researchers and unive...
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cena:
596,05 |
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Business-to-Business Brand Management
ISBN: 9781848556706 / Angielski / Twarda / 504 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. Focuses on sensemaking, decisions, actions, and evaluating outcomes relating to managing business-to-business brands including product and service brands. This book features chapters that address aspects of the marketing mix for business-to-business and industrial marketers. It includes papers that provide brand management insights for managers.
Focuses on sensemaking, decisions, actions, and evaluating outcomes relating to managing business-to-business brands including product and service bra...
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cena:
601,28 |
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Handbook of Marketing and Finance
ISBN: 9781849802727 / Angielski / Twarda / 336 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. Many organizations have found that the value to business operations and financial performance created by the marketing function has become very important. The need to demonstrate this importance has also become clear. Top managers are constantly challenging marketers to document marketing's contribution to the bottom-line and link marketing investments and assets to metrics that matter to them. This Handbook relates marketing actions to various types of risk and return metrics that are typically used in the domain of finance. It provides current knowledge of this marketing-finance interface...
Many organizations have found that the value to business operations and financial performance created by the marketing function has become very import...
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cena:
894,16 |
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Three Pairs of Glasses: A Struggling Salesman's Path to Self-Discovery and Success
ISBN: 9781482357226 / Angielski / Miękka / 284 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. |
cena:
61,52 |
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90 Day Sales Accelerator: Getting Your Sales Playbook Together
ISBN: 9781482658354 / Angielski / Miękka / 130 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. |
cena:
102,32 |
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52 Sales Questions Answered: A Q&A Guide to Sales & Customer Development
ISBN: 9781484916353 / Angielski / Miękka / 160 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. For the past few years, I've been answering questions about sales by clients in workshops, advisory engagements, sales coaching calls, and email. On Quora, users and followers ask me to answer sales and business development questions all the time. This book is a compilation of these questions and answers. The answers extracted from my Quora activity have been updated and expanded in many cases. I've organized the book so that each question is answered independently. That is, the book does not build on itself like many books with chapters. You should use the book frequently as a reference...
For the past few years, I've been answering questions about sales by clients in workshops, advisory engagements, sales coaching calls, and email. On Q...
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cena:
45,08 |
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Growth Juice: How to Grow Your Sales
ISBN: 9780989500623 / Angielski / Miękka / 422 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. The Growth Juice Book was written to help companies realize continuous growth of sales and profits. The book starts with concepts, frameworks and practical planning perspectives that provide the base needed by any firm desiring to get on a consistent growth path. All materials presented here have been time tested through the author's growth planning consulting for scores of major firms. The second section is based on the common sense notion that sales and profit growth are achieved one profitable sale at a time. Enter Solution Selling(r) -- an ultra-effective selling system used for training...
The Growth Juice Book was written to help companies realize continuous growth of sales and profits. The book starts with concepts, frameworks and prac...
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cena:
122,83 |
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Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling
ISBN: 9781422196052 / Angielski / Twarda / 336 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. "The best sales book of the year" -- strategy+business magazine That gap between your company's sales efforts and strategy? It's real--and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link your go-to-market initiatives with strategic goals. Cespedes offers a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable...
"The best sales book of the year" -- strategy+business magazine That gap between your company's sales efforts and strategy? It's rea...
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cena:
117,10 |
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Sell More Easily: Tales From the Trenches Guaranteed to Make You More Money
ISBN: 9781477690338 / Angielski / Miękka / 80 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. |
cena:
22,55 |
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Account Planning in Salesforce
ISBN: 9781781190876 / Angielski / Miękka / 222 str. Termin realizacji zamówienia: ok. 5-8 dni roboczych. Account Planning is a strategic imperative that goes beyond traditional selling tactics. The benefits that accrue go beyond simple revenue numbers, and point to an approach that must be focused not just on greater revenue as the sole arbiter of strategy. When Account Planning is executed well, customer satisfaction increases. Customers who are more satisfied buy more from you, and do so without calling your competitors first. Customers who are served well are easier to retain, and therefore it is easier to make your revenue targets year after year. When you do effective Account Planning, you...
Account Planning is a strategic imperative that goes beyond traditional selling tactics. The benefits that accrue go beyond simple revenue numbers, an...
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cena:
78,53 |
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