Sales Books [Page 6 of 489]
Publisher: Michie Butterworth
Publisher: London : Kogan Page, 2002.
Publisher: Top Of The Mountain Pub
Agile Sales Delivering Customer Journeys of Value and Delight
General, Management, General, Workplace Culture, Management, Production & Operations Management, Industrial Management, Business & Economics -> Marketing -> Sales, Business & Economics -> Marketing -> Sales Management, Business & Economics -> Marketing -> Principles of Marketing, Business & Economics -> Business -> Special Topics, Business & Economics -> Management -> Principles of Management, Business & Economics -> Decision Sciences -> Production/Operations Management, Business & Economics -> Decision Sciences -> Management Science, SCEB035070, SCEB0380, SCEB0390, WB014, WB074
Publisher: Taylor & Francis
If you ever wondered if Agile methodology can be applied to a sales environment, then this is the book for you. A step-by-step process explained from the point of view of someone who has walked the walk, not just talked the talk. A compelling read for anyone who wants to elevate their sales approach above the crowd. –Ken Aitken Managing Director, SmartFreight The sales function, once believed to be exempt from the requirement to practice continuous improvement, is struggling. Now shaken by the age of e-commerce, sales teams are looking for answers. Agile Sales provides a path forward. –Robert Hafey Author, Lean Safety and Lean Safety Gemba Walks The Agile philosophy has grown and achieved success initially through the technology design and development teams of some of the world’s largest, most successful organizations. Recently, it has been adopted by the marketing departments of these organizations and others, and new techniques are evolving for defining, engaging, and providing customers with amazing and unique experiences. Sales teams are becoming disrupted by technology and the differentiated experiences marketing teams are providing for their customers online using Agile techniques. Sales organizations have been looking for a way to avoid disruption and get back into the game with value. Sales teams are now beginning to adopt Agile, which is enabling these teams to revolutionize the way they engage customers with value and delightful experiences that result in greater value for the customers and themselves. This book outlines how Agile can help sales teams develop a culture of innovation focused on their customers. This book takes the reader through the customer’s buying journey (Agile technique), outlining tips and tricks that have come from Agile deployments within sales functions to help them get started. The key benefit for the reader is the introduction of a proven philosophy and techniques that will help them avoid disruption, elevate themselves from the commodity trap, and achieve success again. This book provides the reader with insights into how to achieve sustainable change using real-life case examples. The reader will also experience enjoyment and delight from the stories told and case examples provided.
Publisher: Createspace Independent Publishing Platform
Sales Forecasting Is A Practical Guide For Beginning And Intermediate Sales Forecasters. The Book Does Not Use Complex Formulas. Instead, It Is Designed Around The Author's Application Of The Learning Curve To Sales Forecasting. Millions Of Sales Forecasts Are Made By Hundreds Of Thousands Of People Every Year. Sales Forecasts For Every Product And Every Sales Territory In The World Are Made At Least Once A Year, If Not Monthly. Then There Are Various Aggregations Of These Forecasts, Such As Product To Product Line To Division, And Territory To District To Region. Further, Multiple Functional Areas Across The Company Make Sales Forecasts. Sales, Marketing, Finance And Manufacturing Are All Involved, At Least On An Annual Basis, And Often Much More Frequently. The Sad Truth Is That Few Forecasters Have Any Formal Education Or Training On The Subject. Part Of This Is Because Most Forecasting Books Use Numerous Complex Formulas, Which Are Arcane, Intimidating And Off-putting. Another Reason Is That Sales Forecasters Are Encouraged To Place Too Much Trust In Forecasting Software By Vendors Who Tend To Make Exaggerated And Unsubstantiated Claims About Forecasting Accuracy. Sales Forecasting Breaks New Ground. It Re-invents The Process Of Teaching The Subject Of Sales Forecasting. It Is Designed Around The Learning Curve. The Author's Experience In Day Trading, Along With Decades Of Sales And Marketing Consulting, Taught Him The Essential Ingredients Of Sales Forecasting. These Are Provided In Part 1 Of The Book. The First And Most Important Skill Is Error Measurement. The Author Makes A Clear Declaration About The Best Method And Demonstrates Its Use Throughout The Book. The Second Skill Is Testing, And The Author Demonstrates How To Divide Historical Sales Data Into In- And Out-samples, Calibrate Models On The In-sample, And Assess Model Accuracy By Forecasting The Out-sample. The Third And Fourth Skills Are Avoiding Linear Extensions And Mastering Exponential Smoothing. Part 1 Is Concluded With A Description Of The Whole Forecasting Process And What Is Called Five-step Forecasting. Part 2 Moves Into Intermediate Forecasting. Leading Software Packages Are Assessed Through The Author's Research. Very Little Is Published On Forecasting Software Assessment, So This Chapter Plays An Important Role. Then Arima And Arimax Are Taught And Demonstrated Through Multiple Examples. These Two Methods, Combined With Exponential Smoothing, Form The Foundation Of Intermediate Forecasting. Perhaps The Most Exciting Chapters In Part 2 Involve Aggregation. This Is A Fairly New Field And It Is Growing Rapidly. The Author Identifies Some Important Gaps In The Field, Then Fills Them With His Own Research. Anyone Involved In Sales Forecasting Can Benefit From These Important Findings. A Chapter Is Dedicated To Demonstrating The Application Of Sound Techniques To Common Forecasting Challenges In Marketing And Sales Departments: Product Planning And Quota Setting. It Becomes Quite Clear That Traditional Methods Generate Far More Error Than The Basic Sales Forecasting Techniques Taught In This Book. The Author Also Examines The Topic Of Handicapping, Or Determining How Much Confidence To Place On A Forecast. He Introduces The Concept Of True Confidence Ranges And Also Demonstrates The Application Of Bayesian Probabilities To Sales Forecasting. To Conclude The Book, The Author Explores Economic Forecasting And Closes With A Discussion Of Common Forecasting Pitfalls To Be Avoided At All Costs.
Profitable Sales A Contractor's Guide
Michael C Stone
Publisher: CONSTRUCTION PROGRAMS & RESULTS INC
Robin van der Werf
Ninja Van Package Tracking
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Small Business, Home-based Businesses, Business & Economics -> Management -> Small Business Management, SNT, TR, Business & Economics -> Business -> Special Topics
Publisher: Bloomsbury UK
The ...on a Shoestring series helps small business owners grow their business imaginatively, effectively and without spending a fortune. Aimed at entrepreneurs with plenty of vision and commitment but not a lot of cash, each book is packed with ideas that really work, real-life examples, step-by-step advice and sources of further information. Boosting your company's sales is essential if you're going to make a success of your business. This revised edition covers: Looking at your current sales and working out where you want to go next, Making sure you're meeting a need, Looking at your prices (and how you present them), Talking to and nurturing your new and existing customers, Improving your post-sales service and Working to guarantee repeat sales. 'Breeze through these neat little "Business on a Shoestring" books during your commute. Boosting Sales, Cash Management and Marketing and PR should cover your bases - and if things go wrong there's the optimistically titled Surviving a Downturn to get you back on your feet.' The Guardian
Metamorfosi dei Lumi 6 Le belle lettere e le scienze
Management, Business & Economics -> Management -> Principles of Management
Publisher: Business Expert Press
Contemporary sales organizations are spending billions of dollars or euros on sales technologies with the objective of streamlining the sales process, enhancing sales force productivity, and improving customer relationships. A variety of sales technologies exist such as customer relationship management (CRM) software, mobile sales force automation (SFA) applications, contact management software, and territory planning applications, to name just a few. In spite of the amount being invested in such technologies, however, few firms can claim to be enjoying performance improvements. In fact, the majority of companies are struggling to gain salesperson buy-ins and are failing to realize the intended return on investment (ROI). In addition, the introduction of such technological applications may cause stress to the sales force or disturb customer relationships. Against this backdrop, this textbook is concerned with how executives can effectively manage a complex and costly sales technology initiative in order to get the most out of it. In particular, the textbook begins by providing the reader with a detailed discussion on the various technologies that are being used by sales organizations. It then provides an exhaustive review of the factors that might lead to effective sales technology implementation and presents a managerially relevant conceptual framework, which illuminates the mediating pathways from using the system to salesperson productivity. Moreover, the textbook offers a wide array of key performance indicators (KPIs) that can be readily employed in order to monitor the progress and success of the implementation effort. Next, it offers a comprehensive method that executives can use to calculate the return on sales technology investment (ROSTI) in order to substantiate the business case for the technology. Finally, the textbook provides executives with a detailed three-stage process of sales technology implementation and discusses what essential work should be conducted in each stage.
TKO Sales! Ten Knockout Strategies for Selling More of Anything
Practical business guides that pull no punches
Dave Anderson's TKO series presents no-nonsense, down-in-the-trenches management strategies that work in the real world of business. Each of the three informative books in this series offers easy-to-follow, step-by-step guidance on developing the specific skills great managers need.
These quick and to-the-point guides feature detailed techniques and effective strategies presented in user-friendly chapters that are packed with checklists, examples, and practical resources. In each book, readers will find real-world advice in a fast and powerful format that includes:
- Words of Wisdom or "Right Hook Rules"-bite-sized memorable quotes
- Case Studies or "Opening Bell" Stories-real-life business lessons
- Effective Strategies or "Left Hook Laws"-all-meat, no-fat business strategies
- Incisive or "Standard Eight Count" Questions-insightful inquiries that prompt the reader to action
- Quick or "Knockout" Summaries-bullet points that sum-up each chapter and offer easy reference
Sales Badassery Kick Ass. Take Names. Crush the Competition.
Frank J. Rumbauskas
Turn the tables on the social dynamics of sales—stop chasing prospects and start closing deals
Sales Badassery: Kick Ass. Take Names. Crush the Competition is a no-nonsense guide to transforming your entire attitude to sales, turning the old way of doing things on its head to shift all the power to you. The common myth of sales strategy tells you to approach a prospect from a position of deference— they hold the superior position, forcing you to supplicate, beg, make undue concessions, and be at their beck and call during and after the sale. This indispensable work shows you that levelling the playing field is not enough, you need to slant it in your direction. The innovative Sales Badassery philosophy enables you to turn yourself into an unstoppable sales powerhouse, taking no prisoners along the way.
Best-selling author Frank Rumbauskas has distilled years of successful sales experience into an effective sales philosophy. This invaluable book provides the tools and guidance for transforming ordinary salespeople into top-level businesspersons. Regardless of what you sell, the proven techniques of this essential resource will empower you to:
- Transform yourself into a Sales Badass, respected by your customers and feared by your competitors
- Stop sucking up to your prospects and never accept the word "no"
- Adopt a zero-tolerance policy for disrespectful and unreasonable customers
- Convert customers into colleagues to expand your contacts and increase referrals
Sales Badassery: Kick Ass. Take Names. Crush the Competition is a must-read for everyone tired of chasing prospects and selling their souls for the sake of a sale. This transformative approach to sales will enable you leverage your power, conquer your competitors, and steer your goals in the direction you always wanted.
Phone Sales The Science of Making the Sale
Publisher: G&D Media
How can you get through gate-keepers? How can you get calls returned? How can you reach more prospects instead of their voicemails? Phone Sales will make your phone a profit center. This book includes actual phone sales calls from top producers.Some of the skills you'll learn are: • The 3 best closes to use on the phone • How to book appointments • What to say when someone says, "I'm not interested" • How to avoid telephone tag • How to get your calls returned • How to beat "call reluctance" Dr. Kerry L. Johnson is a best selling author and speaker. He speaks to audiences around the world at least 8 times a month ranging from Hong Kong to Halifax, and from New Zealand to New York. Traveling 8,000 miles each week, Dr. Johnson presents such topics as "How to Read Your Customers Mind," "The Trust Connection" and Peak Performance: How to Increase Business by 80% in 8 weeks." In addition to speaking, Kerry heads Peak Performance Coaching. Professionals around the world use Dr. Johnson and his coaches to increase business often by 300%. Kerry currently writes monthly for fifteen national trade and management magazines whose editors have dubbed him, "The Nation's Business Psychologist." He is also the author of nine best-selling books including: MASTERING THE GAME, PEAK PERFORMANCE: HOW TO INCREASE YOUR BUSINESS BY 80% IN 8 WEEKS, and WILLPOWER: THE SECRETS OF SELF-DISCIPLINE. Kerry spent two years competing on the International Grand Prix Tennis Tour. He played both singles and doubles matches against some of the worlds top tennis players. Kerry was also recognized by the U.S. Jaycees as one of the Most Outstanding Men in America.
Publisher: CreateSpace Independent Publishing Platform
Publisher: Rda Press, Llc
The Number One Skill For Any Entrepreneur Or Business Owner Is The Ability To Sell. Why? Because Sales = Income. Yet, Many Fail Financially Not Because They Do Not Have Great Ideas Or Even Good Work Ethic, But Typically Because They Don’t Know How To, Refuse To, Are Afraid To, Or Don’t Think It Is Important To Know How To Sell. Salesdogs Was Written As The Very First Of The Rich Dad Poor Dad “how-to” Advisory Series To Teach In A Very Fun And Impactful Way How To Overcome The Fears, The Myths And The Obstacles To Selling Your Products, Services Or Yourself. It Then Teaches A Simple, Time-proven Process Of Selling That Will Generate Great Income In Most Any Business. The Reader Will Learn The Five Most Important Selling Skills To Master, How To Overcome Any Objection, Manage A Territory And Much More. The Book Quickly De-bunks The Idea That You Have To Be An Overly Aggressive “attack Dog” To Be Successful. It Uses The Metaphor Of “man’s Best Friend” To Say That A Great Sales Person Is Like A Loyal, Persistent And Lovable Canine. It Stipulates That There Are Five Different “breeds” Or Personalities Of Salesdogs That Can Each Make A Lot Of Money By Playing To Its Strength. You Will Learn How To Identify, Maximize And Train To That Strength And Also How To Teach Others On Your Team To Do The Same. While The Book Is Fun And Engaging, It Also Dives Deep Into The Personal Development Issues That Block A Person’s Ability To Generate Income And How To Overcome Them. The Book Is Perfect For First Time Salespeople, Individuals Who Are Uncomfortable With The Notion Of “selling”, Those Who Need To Train Others To Sell And Those Who Want To Simply Get Better Quicker.
Oapos;neill, Gordon P.
Publisher: Bootstrap Books Publishing
Business & Economics, Careers
James P. Shannon
Publisher: The Stationery Office Books