Products related to Sales:
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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 the following: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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Fashion and Environmental Sustainability : Entrepreneurship, Innovation and Technology
The wide range of topics that the book covers are organised into sections reflecting a cradle to grave view of how entrepreneurial, innovative, and tech-savvy approaches can advance environmental sustainability in the fashion sector.These sections include: sustainable materials; innovation in design, range planning and product development; sustainable innovations in fashion supply chains; sustainable innovations in fashion retail and marketing; sustainable alternatives for end-of-life and circular economy initiatives; and more sustainable alternative fashion business models.
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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
Boost sales results by zeroing in on the metrics that matter most“Sales may be an art, but sales management is a science.Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.”—Arthur Dorfman, National Vice President, SAP“Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.”—Mike Nathe, Senior Vice President, Essilor Laboratories of America“The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives.Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.”—Michael R.Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot.Too often sales management doesn’t see the difference.This book is invaluable because it reveals the manageable activities that actually drive sales results.”—John Davis, Vice President, St.Jude Medical“Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.”—Bob Kelly, Chairman, The Sales Management Association“A must-read for managers who want to have a greater impact on sales force performance.”—James Lattin, Robert A.Magowan Professor of Marketing, Graduate School of Business, Stanford University“This book offers a solution to close the gap between sales processes and business results.It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!”—Anita Abjornson, Sales Management Effectiveness, Abbott LaboratoriesAbout the Book:There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force?Where are the frameworks, metrics, and best practices to help you succeed?Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management.In it you will discover:The five critical processes that drive sales performanceHow to choose the right processes for your own teamThe three levels of sales metrics you must collectWhich metrics you can “manage” and which ones you can’tHow to prioritize conflicting sales objectivesHow to align seller activities with business resultsHow to use CRM to improve the impact of coachingAs Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management.Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.”Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works.It reveals the gears and levers that actually control sales results.It adds clarity to things that you intuitively know and provides insight into things that you don’t.It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
Price: 26.99 £ | Shipping*: 3.99 £
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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 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 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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The Work Smarter Guide to Sales : The 5-week Shortcut to Superb Sales Performance
Some people are born with a natural 'go-get-'em' approach.For most of us, however, selling does not come naturally.This book demystifies the art of getting people to buy - whether it is as simple as convincing your friends to agree to your restaurant recommendation, or as complex as getting people to buy your million- dollar proposal at work. The book is a toolkit for self-exploration, analysis, learning and action plan development framed in a 5-week programme for building your unique sales self.Setting a clear objective for every week, it takes the reader through a simple 5-step programme: - Setting the foundation: the main principles of sales- Rational aspects of sales - Emotional aspects of sales - Connecting the dots: closuring and continuation of the sales cycle - Creating your personalised action plan and toolbox with aide memoires, frameworks and life hacks to use every dayEach chapter concludes with a summary of do's and don'ts.The last chapter includes practical tools for analysing and planning your own self-development and business development.It will accelerate your understanding of and ability to sell by raising both your self-awareness and selling self-confidence. The 'Work Smarter' series:Our books provide shortcuts, tips and life-hacks for the development of essential business skills.The books bring together accomplished industry experts who have learned their trades at the coalface.They teach the skills ambitious businesspeople need in order to tip the playing field in their favour.It is the pirate equivalent of business advice; the antidote to conventional wisdom; 'smarter' practice over 'best practice'.
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Transformational Sales Leadership : Sales Leader Perspectives
Transformational Sales Leadership: Sales Leader Perspectives offers viewpoints from 12 leaders across the global sales industry, all of which challenge conventional sales models and promote visionary ways of thinking about sales and leadership. The leaders who share their professional stories in the book are from organizations including SAP, Google, Nationwide US, and Royal Caribbean, as well as their own practices, and they represent a new breed of salespeople who are increasingly sought after by organizations which need to transform their practices.They run teams, drive analytics, and improve operational excellence, and their careers rise or fall on getting the right KPIs.Their stories address solutions to age-old sales problems, but they bring a new perspective to the sales function in the digital age.The book focuses on what sales leaders need in order to be innovative.Specifically, the book shows you how to:Coach sales people through disruptionLeverage the most valuable habits for success; andProvide for meaning and purpose in the hyper-connected and volatile sales industryIf you are a sales professional looking to succeed in challenging scenarios, the journeys recounted in this book demonstrate how the landscape of sales has changed and how thinking about sales differently can help you transform your career.
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Effective Sales Enablement : Achieve sales growth through collaborative sales and marketing
Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development.Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes.Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to:- Understand trends that impact sales professionals and how to take advantage of them- Become a better marketer with creative ideas on how to support sales- Integrate sales elements into select marketing programmes - and vice versa- Assemble a first-class sales enablement team- Leverage technology to better integrate sales and marketing
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Tech-Powered Sales : Achieve Superhuman Sales Skills
Conventional ways of selling are becoming outdated.Learn what it takes to go from the traditional sales mindset to a tech-enabled sales superhero. In tough markets and with more people working remotely, creating a quality sales pipeline in traditional ways is more challenging than ever.As sales technologies continue to evolve and advance, developing technical quotient (TQ) is an essential element of sales success. Record-setting sales expert Justin Michael and bestselling sales leadership author Tony Hughes combine to provide practical guidance on how professional sellers can maximize results with an effective sales tech-stack to increase sales effectiveness for outstanding results. In Tech-Powered Sales, Michael and Hughes share helpful advice that:Reveal the techniques that enable you to break through with difficult to reach buyersTeach you how sales technologies can be employed for maximum benefit by raising your TQEnable you to make the jump from being a beginner to a superuser within your sales teamShow you how to thrive in the fourth industrial revolution to leverage technology rather than be at risk of being replaced by itTech-Powered Sales delivers evidence-based strategies salespeople can use to create more opportunities than ever before.If you want to learn how to maximize your abilities to develop new business, this is the book for you!
Price: 14.99 £ | Shipping*: 3.99 £
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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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What is the difference between eBay private sales and commercial sales?
eBay private sales are transactions between individual sellers and buyers, where the seller is not a registered business entity. These sales are typically for personal items or used goods. On the other hand, commercial sales on eBay involve registered businesses selling new or used items in larger quantities. Commercial sellers often have a higher volume of sales and may offer warranties, returns, and customer service. Additionally, commercial sellers may have a storefront or website outside of eBay.
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What are sales contacts?
Sales contacts are individuals or companies that a salesperson or business has identified as potential customers. These contacts are typically leads that have shown interest in a product or service and have provided their contact information. Sales contacts are an essential part of the sales process as they represent potential opportunities for generating revenue and growing the customer base. Sales teams often use customer relationship management (CRM) systems to manage and track their sales contacts effectively.
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Who works in sales?
Individuals who work in sales are typically responsible for promoting and selling products or services to customers. They often engage in activities such as prospecting, lead generation, negotiating, and closing deals. Sales professionals can work in a variety of industries, including retail, real estate, technology, and healthcare. Effective communication, interpersonal skills, and a strong understanding of the products or services being sold are key attributes for success in sales roles.
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