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Dr Jae K Shim Sales Management: Products and Services


Sales Management is concerned with all activities, processes and decisions involved in managing the sales function in an organization. It involves planning the selling program and implementing and controlling the personal selling effort of the firm. Sales management in the twenty-first century is characterized by Innovation fuels success in selling today. Sales effectiveness is enhanced through technology. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort. Leadership is a key component in sales management success. Sales management is a global endeavor. Ethics underlies all selling and sales management activities. Social media marketing comes of age. This book is an overview of the role of the sales manager, both at headquarters and in the field, in managing salespeople, personal selling, IT resources, and functions of marketing. The problems of organizing, forecasting, planning, communicating, evaluating, and controlling sales are analyzed. A variety of techniques and pertinent concepts of behavioral science are applied to the management of the sales effort and sales force. Key trends, such as online advertising and social media, affecting sales organizations and sales managers today are highlighted.

1482.75 RUR

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Jae K. Shim The Vest Pocket Guide to Information Technology


The only IT guide you need You're busy-very busy. You need reliable, practical answers to your IT questions, and you need them now. The Vest Pocket Guide to Information Technology, Second Edition is a handy pocket problem-solver designed to provide you with the quickest route to a solution. Practical, reader-friendly, and thoroughly illustrated, this updated handbook provides complete guidance for the complex, ever-changing world of IT to help you quickly pinpoint what you need to look for, what to watch out for, what to do, and how to do it. Written by two all-time bestselling accounting and finance authors, Jae Shim and Joel Siegel, this thoroughly updated Second Edition includes tables, forms, checklists, questionnaires, practical tips, and sample reports to help you avoid and resolve any and all IT dilemmas. A must-read for business professionals, financial managers and consultants, production and operation managers, accountants, COOs, CFOs, and CEOs, this handy guide helps you: * Select the best hardware for particular application needsStrategically use IT systems * Use the best software in planning and control * Select Sarbanes-Oxley compliance software * Prevent fraud through computerized security * Effectively apply Management Information Systems (MIS) * Use online databases to make business decisions * Use a decision support system (DSS) and an executive information system (EIS) to improve the quality of analysis, evaluation, and decision making * Understand emerging trends and developments in information technology * Harness marketing information systems to improve sales planning, sales forecasting, market research, and advertising * Evaluate and manage an IT project Your professional success depends on keeping abreast of the latest thinking and applications in information technology. The Vest Pocket Guide to Information Technology, Second Edition gives you all the information you need to make optimum decisions now and plan ahead for later.

1849.73 RUR

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Andris A Zoltners Building a Winning Sales Management Team


First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don’t get enough time, attention, and resources from sales leaders. “Building a Winning Sales Management Team” shows just how important FLMs are to sales organizations—and what happens when companies underinvest in these key players.
Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in “Building a Winning Sales Management Team” just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world’s top companies, including Johnson & Johnson, Microsoft Corp, General Electric Co., International Paper Co., ARAMARK Corp., TPG Capital and Novartis. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University’s Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness.
“Building a Winning Sales Management Team” shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.

1111.32 RUR

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Butch Bellah Sales Management For Dummies


Guide your sales force to its fullest potential With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more. Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing. Shows you how to reach your fullest potential in sales Helps you effectively inspire great performance form any sales force Demonstrates how to prospect, recruit, and increase your organization's income and success Teaches you how to manage sales teams to greatness If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.

2000.97 RUR

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Dale Midgley Golden Circle Secrets. How to Achieve Consistent Sales Success Through Customer Values & Expectations


A father and son sales team reveal the secrets of sales success In Golden Circle Secrets, father-and-son team Dale and Ben Midgley show management and the sales team how to achieve consistent success in sales. Based on a unique new strategy that responds to customer values and expectations, the Midgleys reveal how sales and management are inseparable components of sales success that must work in tandem to produce consistent results for an organization. Sales increase when management and its sales force are on the same page. The «golden circle» is based on a customer-oriented business system specifically designed to help companies attract and satisfy customers and energize employees, while maintaining a consistently healthy level of profits.

1774.85 RUR

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Dr Jae K. Shim Project Management


Project Management: A Financial Perspective is designed to provide you with a deep understanding of the applications and importance of Project Management. You will learn how to assess a project with respect to time, costs, and resources in order to effectively and efficiently reach your goals. You will become familiar with the five processes involved in Project management – Initiating, Planning, Executing, Controlling, and Closing on time and within budget– along with the nine knowledge areas – Project Integration, Project Scope, Project Time, Project Cost, Project Quality, Project Human Resources, Project Communications, Project Risk Management, and Project Procurement – that are essential to being an expert Project Manager. Individuals need hard knowledge and real skills to work successfully in a project environment and to accomplish project objectives. This book is intended to equip its users with both. How? By explaining concepts and techniques and by illustrating through numerous examples how they can be skillfully applied. This book is intended for students as well as for working professionals and volunteers. It is designed to outfit these people with the essential skills needed to make effective contributions and will have an immediate impact on the accomplishment of projects in which they are involved. This book for the most part follows the framework within the Project Management Institute’s Project Management Body of Knowledge (PMBOK). The material, however, places a financial focus on projects as a way to accomplish desired changes in the enterprise in a coordinated and predictable way for favorable outcomes. Topics covered include economic feasibility study, life-cycle costing, target costing, and earned value analysis. Through better project management, you can reduce or eliminate failed projects and reduce the costs associated with successful ones, resulting in increased enterprise effectiveness in providing the maximum value to shareholders.

2001.71 RUR

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Jae K. Shim The Vest Pocket CFO


The thorough reference that goes wherever you go The Vest Pocket CFO is the perfect up-to-date reference tool for today's busy CFO, controller, treasurer, and other finance professionals. Written in an easy Q&A format and packed with checklists, samples, and worked-out solutions for a wide variety of accounting and finance problems, readers can take this handy reference wherever they go-on a business trip, visiting a client, conducting a conference call, or attending a meeting.

2220.41 RUR

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Группа авторов Account Management


The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

1155.8 RUR

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Duane Lakin Ten Ways Top Sales Reps Are Different


Everybody wants to have Top Sales Reps. But few managers understand what makes them tick. They are different, and they need different management attention. This book is about Top Sales Reps—sales professionals who are consistently top performers. In this book, you will see what makes a Top Sales Rep different. You will also hear about interview tips and management tips to help you find and care for your Top Sales Reps. I hope you find the book useful.

335.6 RUR

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Chris Lytle The Accidental Sales Manager. How to Take Control and Lead Your Sales Team to Record Profits


Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the «sales management trap,» and it's exactly what The Accidental Sales Manager addresses and solves. Full of helpful steps you can apply immediately?whether you're training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams. Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't Author has a previous bestseller, The Accidental Salesperson Don't get caught in the «sales management trap» or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.

1849.73 RUR

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Anneke Seley Sales 2.0. Improve Business Results Using Innovative Sales Practices and Technology


Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today.

2486.57 RUR

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Группа авторов Sales Rewards and Incentives


The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

1601.37 RUR

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Группа авторов Sales Express


The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

1155.8 RUR

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Группа авторов Self Development for Sales People


The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

1155.8 RUR

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Группа авторов Global Sales


The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

1601.37 RUR

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Группа авторов Rethinking Sales Management


Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.

3336.18 RUR

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Dustin Ruge The Successful Sales Manager: A Sales Manager's Handbook For Building Great Sales Performance


The Successful Sales Manager: A Sales Manager's Handbook for Building Great Sales Performance is a new book published by industry veteran Dustin W Ruge. <br><br>In the book, Dustin covers the critical aspects as to why so many sales organizations fail and how to successfully move from bad sales management performance to great sales leaders and results.

518.22 RUR

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Группа авторов Complex Sales


The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

1155.8 RUR

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Harvey C. The Ultimate Sales Book. Master Account Management, Perfect Negotiation, Create Happy Customers


THE ULTIMATE SALES BOOK gives you everything you need to succeed in sales and account management. It is a dynamic collection of essential skills covering the topics that will help you make a seismic impact upon your performance - faster than you ever thought possible.

2624 RUR

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D. N. Prabhakar Murthy Introduction to Maintenance Engineering


This introductory textbook links theory with practice using real illustrative cases involving products, plants and infrastructures and exposes the student to the evolutionary trends in maintenance. Provides an interdisciplinary approach which links, engineering, science, technology, mathematical modelling, data collection and analysis, economics and management Blends theory with practice illustrated through examples relating to products, plants and infrastructures Focuses on concepts, tools and techniques Identifies the special management requirements of various engineered objects (products, plants, and infrastructures)

7894.43 RUR

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