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Sales Management Analysis and Decision Making

This tenth edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life best practices of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different customer groups as well as integrating corporate business marketing and sales strategies. Sales Management includes coverage of the current trends and issues in sales management along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research and leading sales management trends and practices; Revised end-of-chapter cases; Revised ethical dilemma boxes; All new chapter opening vignettes about well-known companies that illustrate key topics from that chapter; and New or updated comments from sales managers in Sales Management in the 21st Century boxes. An online instructor's manual with test questions and PowerPoints is available to adopters. | Sales Management Analysis and Decision Making

GBP 89.99

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Sales Training Games For Sales Managers and Trainers

Selling is a skill that should not be limited to sales staff. Customer service or other support staff could all benefit from developing an awareness of and an ability to sell to customers. Also the opportunity for developing those skills should not be limited to sales training workshops. Here at last is a mix of over 80 games exercises and ideas that can be used to develop sales customer service and other staff. They range from simple ’skill boosters’ for coaching sessions or team meetings through icebreakers energizers and selling quizzes to full blown role plays and case studies. The principle at the heart of all the material is that games and exercises should be generic - transferable across different organizations and sales situations - and that they should use an 'open content' approach. This means that participants must supply their own examples and experiences to make the material immediately and completely relevant. This collection of games and exercises will enable sales managers or trainers to: ¢ develop their people with confidence secure in the knowledge that all of the material has been thoroughly road-tested on courses and seminars; ¢ ensure a flexible approach varying their pace or style in response to the subject matter and their audience; ¢ reinforce the learning using different formats of exercise to cover the same learning points; ¢ train (rather than talk) using the material to encourage people to start using what they already know. | Sales Training Games For Sales Managers and Trainers

GBP 48.99

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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. | Sales Management A Research Overview

GBP 48.99

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