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Kategorie szczegółowe BISAC

Kategoria BISAC: Business & Economics >> Sales & Selling - Management

ilość książek w kategorii: 1129

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 Short Cycle Selling: Beating Your Competitors in the Sales Race Jim Kasper 9780071388733
Short Cycle Selling: Beating Your Competitors in the Sales Race

ISBN: 9780071388733 / Angielski / Twarda / 256 str.

ISBN: 9780071388733/Angielski/Twarda/256 str.

Termin realizacji zamówienia: ok. 16-18 dni roboczych.
Jim Kasper

The first book on short cycle selling--the fast-track route to a higher closing ratio

Sales professionals today waste untold hours worrying about identifying, tracking, and timing their sales cycles. In Short Cycle Selling, author Jim Kasper trains his sights on the only important concept and goal in sales cycles--shortening them. He walks professionals point-by-point through the series of steps that constitute the sales cycle--from identifying prospects to negotiating and closing--and at each step shows how to streamline the process.

Short Cycle Selling...

The first book on short cycle selling--the fast-track route to a higher closing ratio

Sales professionals today waste untold hours wo...


    
cena: 151,47 zł

 Sales Management Demystified: A Self-Teaching Guide Robert J. Calvin 9780071486545
Sales Management Demystified: A Self-Teaching Guide

ISBN: 9780071486545 / Angielski / Miękka / 400 str.

ISBN: 9780071486545/Angielski/Miękka/400 str.

Termin realizacji zamówienia: ok. 16-18 dni roboczych.
Robert J. Calvin
BUILD and manage a SALES FORCE that's worth sell-ebrating

Understanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals.

Sales Management Demystified addresses every step of the process--including hiring, training, compensation, organization, deployment, forecasting, motivation, and performance management. Sales managers at every level and students of sales...
BUILD and manage a SALES FORCE that's worth sell-ebrating

Understanding that a sales force is only as successful as its management...

    
cena: 88,95 zł

 The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers Robert B. Miller Stephen E. Heiman Tad Tuleja 9780446694667
The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

ISBN: 9780446694667 / Angielski / Miękka / 253 str.

ISBN: 9780446694667/Angielski/Miękka/253 str.

Termin realizacji zamówienia: ok. 16-18 dni roboczych.
Robert B. Miller; Stephen E. Heiman; Tad Tuleja
For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly...
For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in ...

    
cena: 80,18 zł

 Services Marketing Management : A Strategic Perspective Hans Kasper Mark Gabbott Piet Va 9780470091166
Services Marketing Management : A Strategic Perspective

ISBN: 9780470091166 / Angielski / Miękka / 554 str.

ISBN: 9780470091166/Angielski/Miękka/554 str.

Termin realizacji zamówienia: ok. 22-25 dni roboczych.
Hans Kasper; Mark Gabbott; Piet Van Helsdingen
In order to deliver excellent service quality, it is critical to understand, create and deliver real value to all stakeholders. The second edition of Services Marketing Management has been thoroughly revised and restructured to provide the students with an overview of services marketing from this clear strategic orientation. It includes:
  • A linking of five core guiding principles: market orientation, assets and capabilities, characteristics of services, internationalization and the value concept
  • New coverage of electronic services
  • Many 'Service Practice'...
In order to deliver excellent service quality, it is critical to understand, create and deliver real value to all stakeholders. The second edition of ...

    
cena: 250,17 zł

 Coaching Salespeople into Sales Champions : A Tactical Playbook for Managers and Executives Keith Rosen 9780470142516
Coaching Salespeople into Sales Champions : A Tactical Playbook for Managers and Executives

ISBN: 9780470142516 / Angielski / Twarda / 352 str.

ISBN: 9780470142516/Angielski/Twarda/352 str.

Termin realizacji zamówienia: ok. 22-25 dni roboczych.
Keith Rosen

Sales training doesn't develop sales champions. Managers do.

The secret to developing a team of high performers isn't more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen's coaching methodology and proven L.E.A.D.S. Coaching Framework(TM) used by the world's top organizations, you'll get your sales and management teams to perform better - fast.

Coaching...

Sales training doesn't develop sales champions. Managers do.

The secret to developing a team of high performers isn't more tr...


    
cena: 113,37 zł

 How to Sell Without Being a JERK! : The Foolproof Approach to the World's Second Oldest Profession John Klymshyn 9780470224557
How to Sell Without Being a JERK! : The Foolproof Approach to the World's Second Oldest Profession

ISBN: 9780470224557 / Angielski / Twarda / 224 str.

ISBN: 9780470224557/Angielski/Twarda/224 str.

Termin realizacji zamówienia: ok. 16-18 dni roboczych.
John Klymshyn
In this practical, enlightening guide, master salesman John Klymshyn reveals how you can be assertive and effective without rubbing people the wrong way or fulfilling the stereotype of the jerk salesperson. He detonates traditional sales methods and replaces them with modern techniques for reading customer behavior and regulating your own behavior to make more sales without having to get pushy. If you want to sell more and be a nicer person, this is an ideal sales resource.
In this practical, enlightening guide, master salesman John Klymshyn reveals how you can be assertive and effective without rubbing people the wrong w...

    
cena: 111,69 zł

 Sales and Operations for Your Small Business E. James Burton Burton                                   Bragg 9780471397045
Sales and Operations for Your Small Business

ISBN: 9780471397045 / Angielski / Miękka / 288 str.

ISBN: 9780471397045/Angielski/Miękka/288 str.

Termin realizacji zamówienia: ok. 22-25 dni roboczych.
E. James Burton;Burton;Bragg
Ensure a smooth-running operation with the indispensable guidance offered in Sales and Operations for Your Small Business. Here is detailed information on how to plan for and integrate departments, analyze markets, forecast sales, set pricing levels, manage inventories, outsource selected functions, and much more. Complete with easy-to-read discussions of relevant concepts along with practical examples of highly effective solutions, you'll also find:
* Numerous ready-to-use forms, checklists, sample spreadsheets, and calculations showing practical applications of real-world examples
Ensure a smooth-running operation with the indispensable guidance offered in Sales and Operations for Your Small Business. Here is detailed informatio...

    
cena: 208,69 zł

 Strategic Customer Care : An Evolutionary Approach to Increasing Customer Value and Profitability Stanley A. Brown Brown 9780471643425
Strategic Customer Care : An Evolutionary Approach to Increasing Customer Value and Profitability

ISBN: 9780471643425 / Angielski / Twarda / 320 str.

ISBN: 9780471643425/Angielski/Twarda/320 str.

Termin realizacji zamówienia: ok. 22-25 dni roboczych.
Stanley A. Brown;Brown
How to successfully apply the principles of customer care in any company

Most organizations today recognize the importance of improving customer care--the need to go beyond traditional customer service and truly manage customers as assets--but only about 6% apply its principles effectively. This book fully explains the three stages in the evolution of customer care. Readers will be guided through the process of acquiring customers, retaining them through segmentation and management of the relationship, and targeting their most significant marketing efforts to the most profitable...

How to successfully apply the principles of customer care in any company

Most organizations today recognize the importance of improving customer ca...


    
cena: 118,26 zł

 How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee Lawrence L. Steinmetz William T. Brooks 9780471744832
How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee

ISBN: 9780471744832 / Angielski / Twarda / 258 str.

ISBN: 9780471744832/Angielski/Twarda/258 str.

Termin realizacji zamówienia: ok. 22-25 dni roboczych.
Lawrence L. Steinmetz; William T. Brooks
Praise for How to Sell at Margins Higher Than Your Competitor

"This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople."
--Bill Scales, CEO, Scales Industrial Technologies, Inc.

"As the largest service provider in our industry, we have a significant...
Praise for How to Sell at Margins Higher Than Your Competitor

"This is the complete book for both new and experienced salespeople and bus...

    
cena: 113,37 zł

 The Best Damn Sales Book Ever : 16 Rock-Solid Rules for Achieving Sales Success! Warren Greshes 9780471757283
The Best Damn Sales Book Ever : 16 Rock-Solid Rules for Achieving Sales Success!

ISBN: 9780471757283 / Angielski / Twarda / 208 str.

ISBN: 9780471757283/Angielski/Twarda/208 str.

Termin realizacji zamówienia: ok. 22-25 dni roboczych.
Warren Greshes
"Over the years, I have seen them all, and Warren Greshes is one of the very best. In his wonderful new book, Warren distills a lifetime of sales training into sixteen actionable tools, which, if you use them, will guarantee that you too reach your goals."
-Mark Terry, President, Harman Pro Group

"A great read Warren says it all in a way that's not only easy to understand, but even easier to implement. No need to ever read another book on this subject."
-John Gamauf, President Consumer Replacement Tire Sales Bridgestone Firestone North American Tire, LLC

...
"Over the years, I have seen them all, and Warren Greshes is one of the very best. In his wonderful new book, Warren distills a lifetime of sales trai...

    
cena: 69,41 zł

 The Ultimate Sales Managers' Guide John Klymshyn 9780471973188
The Ultimate Sales Managers' Guide

ISBN: 9780471973188 / Angielski / Twarda / 240 str.

ISBN: 9780471973188/Angielski/Twarda/240 str.

Termin realizacji zamówienia: ok. 22-25 dni roboczych.
John Klymshyn

Praise for The Ultimate Sales Managers' Guide

"Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time."
--Rand Sperry, cofounder, Sperry Van Ness, Commercial Real Estate Advisors

"This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any...

Praise for The Ultimate Sales Managers' Guide

"Klymshyn not only understands this great profession, he relates the passion and...


    
cena: 123,14 zł

 Be Your Own Sales Manager : Strategies And Tactics For Managing Your Accounts, Your Territory, And Yourself Tony Alessandra John Monoky Jim Cathcart 9780671761752
Be Your Own Sales Manager : Strategies And Tactics For Managing Your Accounts, Your Territory, And Yourself

ISBN: 9780671761752 / Angielski / Miękka / 276 str.

ISBN: 9780671761752/Angielski/Miękka/276 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Tony Alessandra; John Monoky; Jim Cathcart
Synopsis coming soon.......
Synopsis coming soon.......

    
cena: 76,06 zł

 Sales Strategies : Winning and Negotiating Corporate Sales Chris Newby 9780749427733
Sales Strategies : Winning and Negotiating Corporate Sales

ISBN: 9780749427733 / Angielski / Miękka / 224 str.

ISBN: 9780749427733/Angielski/Miękka/224 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Chris Newby
With a foreword by John Botten, Commercial Director of IBM United Kingdom Ltd.
With a foreword by John Botten, Commercial Director of IBM United Kingdom Ltd.

    
cena: 159,35 zł

 The End of Selling...as We Know it : An Executive's Guide to Customer Creation Larry Welke 9780759613324
The End of Selling...as We Know it : An Executive's Guide to Customer Creation

ISBN: 9780759613324 / Angielski / Twarda / 132 str.

ISBN: 9780759613324/Angielski/Twarda/132 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Larry Welke

    
cena: 103,70 zł

 Handbook of Services Marketing and Management Teresa A. Swartz Dawn Iacobucci Dawn Icobucci 9780761916123
Handbook of Services Marketing and Management

ISBN: 9780761916123 / Angielski / Miękka / 536 str.

ISBN: 9780761916123/Angielski/Miękka/536 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Teresa A. Swartz; Dawn Iacobucci; Dawn Icobucci
This is a comprehensive, practical and theoretical guide to the latest thinking in the foundations of services. The authors present contributions from the world''s leading experts on services marketing and management.'
This is a comprehensive, practical and theoretical guide to the latest thinking in the foundations of services. The authors present contributions from...

    
cena: 589,25 zł

 Managing your Sales Force : A Motivational Approach Pingali Venugopal 9780761934950
Managing your Sales Force : A Motivational Approach

ISBN: 9780761934950 / Angielski / Miękka / 196 str.

ISBN: 9780761934950/Angielski/Miękka/196 str.

Termin realizacji zamówienia: ok. 16-18 dni roboczych.
Pingali Venugopal
This volume observes that while the importance of sales personnel has never been questioned, they have been found to have low vocational esteem. It identifies areas where sales managers can create greater interest for the sales person and motivate them to perform to their best abilities.
This volume observes that while the importance of sales personnel has never been questioned, they have been found to have low vocational esteem. It id...

    
cena: 140,66 zł

 The New Sales Manager : Challenges for the 21st Century Walter Vieira 9780761936039
The New Sales Manager : Challenges for the 21st Century

ISBN: 9780761936039 / Angielski / Miękka / 204 str.

ISBN: 9780761936039/Angielski/Miękka/204 str.

Termin realizacji zamówienia: ok. 25-30 dni roboczych.
Walter Vieira
The Second Edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to young managers. Sales Managers occupy an important position in an organization; they are not merely outstanding salesmen. Most companies, however, tend to overlook this important distinction. This book covers the entire range of functions of a sales manager. This Second Edition has been thoroughly revised and includes plenty of illustrations, real-life anecdotes and case studies, which give an insight into the changes in the current business...
The Second Edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to ...

    
cena: 82,43 zł

 The Complete Sales Letter Book: Model Letters for Every Selling Situation : Model Letters for Every Selling Situation Rhonda Harris Ann McIntyre 9780765600837
The Complete Sales Letter Book: Model Letters for Every Selling Situation : Model Letters for Every Selling Situation

ISBN: 9780765600837 / Angielski / Twarda / 416 str.

ISBN: 9780765600837/Angielski/Twarda/416 str.

Termin realizacji zamówienia: ok. 22-25 dni roboczych.
Rhonda Harris; Ann McIntyre
Hundreds of ready-to-use model letters for handling various sales situations. Aimed at the busy sales rep, each letter can be used as it is or can be quickly modified to suit. The chapters follow the progression of the sales cycle.
Hundreds of ready-to-use model letters for handling various sales situations. Aimed at the busy sales rep, each letter can be used as it is or can be ...

    
cena: 774,62 zł

 Price and Discount Schedule Analysis : A Guide for Purchasing, Marketing, Materials, and Financial Managers Paul J. Kuzdrall Robert R. Britney 9780899303666
Price and Discount Schedule Analysis : A Guide for Purchasing, Marketing, Materials, and Financial Managers

ISBN: 9780899303666 / Angielski / Twarda / 257 str.

ISBN: 9780899303666/Angielski/Twarda/257 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Paul J. Kuzdrall; Robert R. Britney

Discount Schedule Analysis (DSA), a technique illustrated and explained in this management book, provides analytical tools for increasing profits by linking prices and discounts to management decision making. According to the authors, the most direct way for many manufacturers to affect the bottom line is to reduce the prices paid for goods and services. It is possible to achieve this profit leverage effect without switching suppliers or even requiring suppliers to reduce prices. The authors show how to analyze published quantity discount schedules to find out how the seller sets prices...

Discount Schedule Analysis (DSA), a technique illustrated and explained in this management book, provides analytical tools for increasing profits b...


    
cena: 472,87 zł

 The Business of Selling : How to be Your Own Sales Manager Tony Alessandra Jim Cathcart 9780962516139
The Business of Selling : How to be Your Own Sales Manager

ISBN: 9780962516139 / Angielski / Miękka / 200 str.

ISBN: 9780962516139/Angielski/Miękka/200 str.

Termin realizacji zamówienia: ok. 22 dni roboczych.
Tony Alessandra; Jim Cathcart

    
cena: 60,23 zł

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