Book Description
Publisher Description
Author : John Coe
Publisher : McGraw Hill Professional
Page : 259 pages
File Size : 24,97 MB
Release : 2004
Category : Business & Economics
ISBN : 0071408797
Publisher Description
Author : Mike du Toit
Publisher : Juta and Company Ltd
Page : 204 pages
File Size : 20,3 MB
Release : 2011-03
Category : Marketing
ISBN : 9780702188817
It is widely recognised that sales and marketing are the two business functions that contribute directly to the bottom line of any organisation. Marketing is more than a sequence of steps or a strategic process; it is also a mindset that leads to good business philosophy. The marketing mindset focuses wholeheartedly on customers and the satisfaction of customers' needs while aiming to influence the entire organisation to strive towards customer satisfaction. Sales, on the other hand, is that business function that ultimately closes the deal and brings the customer and the business together. Without sales, the customer would never achieve need satisfaction and the organisation would never meet its objectives. The ultimate goal of meeting the customer's needs brings these two seemingly different fields together. This book serves to provide a fundamental understanding of both sales and marketing by equipping the reader with theoretical knowledge and practical examples that are applicable to a South African context.
Author : Matthew Schwartz
Publisher : AMACOM
Page : 225 pages
File Size : 27,41 MB
Release : 2006-02-24
Category : Business & Economics
ISBN : 0814429394
This invaluable resource helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right out of the gate. Making the leap into sales management means meeting a whole new set of challenges. As a manager, you’re going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more. Now that you’ve been handed these unfamiliar responsibilities, you’re going to have to think on your feet -- or face the possibility of not living up to expectations. Dispensing with dry theory, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand your new role in the organization, and how to thrive simultaneously as both a member of the management team and as a team leader. You’ll learn how to: Make a smooth transition into management Build a superior, high-functioning sales team Set objectives and plan performance Delegate responsibilities Recruit new employees Improve productivity and effectiveness This book supplies you with indispensable, need-to-know information on communicating with your team, your bosses, your peers, and your customers; developing a sales plan and understanding the relationship between corporate, department, and individual plans; applying crucial time management skills to your new role; managing a sales territory; interviewing and hiring the right people; building a motivational environment; compensating your people; and understanding the difference between training, coaching, and counseling?and knowing how to excel at each.
Author : Charles M. Futrell
Publisher : Irwin/McGraw-Hill
Page : 0 pages
File Size : 37,91 MB
Release : 2003-07
Category : Selling
ISBN : 9780072930214
Includes practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author's sales consulting business. This book focuses on improving communication skills and emphasizes that selling skills are a valuable asset.
Author : Geraldine McKay
Publisher : Goodfellow Publishers Ltd
Page : 246 pages
File Size : 17,39 MB
Release : 2018-03-06
Category : Business & Economics
ISBN : 1910158992
Introduces the key terms, concepts and practices to provide a firm foundation for undergraduate students. It discusses contemporary technologies used in marketing alongside established practices to develop an understanding of the positive effects of marketing balanced with critical discussion about it's contribution to the wider aims of society.
Author : David Alan Reid
Publisher : Psychology Press
Page : 314 pages
File Size : 22,38 MB
Release : 2004
Category : Industrial marketing
ISBN : 9780789023124
Fundamentals of Business Marketing Research examines recent industrial/business research, evaluates its current effectiveness, and offers suggestions for future use. This unique book includes and is based on Business Marketing: A Twenty Year Review, a thorough study of industrial/business research from 1978-1997 with critical commenta
Author : Eugene Engelbrecht
Publisher :
Page : 200 pages
File Size : 28,51 MB
Release : 2005
Category : Marketing
ISBN : 9781869284596
Author : Patrick Forsyth
Publisher : John Wiley & Sons
Page : 240 pages
File Size : 16,6 MB
Release : 2009-09-09
Category : Business & Economics
ISBN : 9781576603291
The late great Peter Drucker defined marketing as “looking at the business through the customers’ eyes.” Even though organizations are becoming increasingly customer-focused, marketing is still one of the most misunderstood areas of business. This guide explains what marketing is and the techniques marketers use. Topics covered include: • The marketing mix • Pricing policy • Different methods of market research This guide to the fundamentals will be invaluable for anyone aiming to excel in a customer-focused organization.
Author : Paul Baines
Publisher : Oxford University Press, USA
Page : 404 pages
File Size : 30,28 MB
Release : 2021-01-12
Category :
ISBN : 0198829256
Based on the bestselling Marketing by Baines, Fill, Rosengren, and Antonetti, Fundamentals of Marketing is the most relevant, concise guide to marketing, combining the most essential theories with a global range of practitioner insights.
Author : Mark Hunter, CSP
Publisher : AMACOM
Page : 227 pages
File Size : 34,2 MB
Release : 2016-09-16
Category : Business & Economics
ISBN : 0814437796
Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail and craft a compelling email Use social media effectively Leverage referrals Get past gatekeepers and open new doors Top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!