Managing sales

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  • Suppose you are a rising star at work and the boss has given you your first assignment to head up a project. Depending on the nature of the project and what kind of work you do, you might have to engage in a variety of tasks that you haven't tackled before, such as assembling a team to complete the project on time and on budget, mapping out a plan and monitoring your progress at key steps along the way, using appropriate planning tools such as project management software or wall charts, and keeping your team motivated and on target....

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  • Introduction Acknowledgments Lesson 1. So You're Going to Manage a Project? The Elements of a Project Project Planning Implementation Control Possible Project Players Lesson 2. What Makes a Good Project Manager? A Doer, not a Bystander Many Hats All the Time Principles To Steer You Seven Ways to Succeed as a Project Manager Seven Ways to Fail as a Project Manager Lesson 3.

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  • Managing a sales force can seem at times like trying to herd cats or force water to go uphill. Having had the privilege of leading numerous sales teams across multiple industries, I can share more than a few stories (good and bad). After more than 25 years of sales management experience, let me share 4 steps I believe are essential.

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  • (BQ) Part 2 book "Operations management - Creating value along the supply chain" has contents: Supply chain management strategy and design, global supply chain procurement and distribution, forecasting, inventory management, sales and operations planning, resource planning, lean systems, scheduling.

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  • This chapter presents the following content: Impact of sales forecasts on budgeting, calculating a seasonal index from historical sales data, Naïve forecasts and percentage forecasting error, comparing trend forecasting methods,...

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  • After studying this chapter, you should be able to: Describe the major elements of business strategy, state the basic elements of strategic marketing planning, explain what is meant by strategic implementation process decisions, describe the purpose of a sales force program and list its major elements, tell what an account relationship strategy is and explain its purpose.

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  • After studying this chapter, you should be able to: Describe effective steps for generating new accounts, explain how to determine the minimum opportunity a salesperson should pursue, describe four methods for setting opportunity priorities, explain why emphasis is shifting from sales volume to profit flow, tell how salespeople can manage their time more efficiently.

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  • This chapter presents the following content: account relationship management concepts, standard questions in a value analysis study, determine the decision-making process, buying center members, economic buying influence,...

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  • Chapter 6 - Sales force organization. This chapter presents the following content: Sales force organization, strategic account programs, product specialist organization, customer specialist organization,...

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  • This chapter presents the following content: Sales training process, sales training objectives, determining training needs, steps in performing a training analysis, steps in performing a training analysis, allocating training time,...

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  • Lecture Dalrymple's sales management: Concepts and cases – Chapter: Sales force structure. This chapter presents the following content: Territory design: unbalanced territories, why sales increase, reasons for realignment, sample alignment metrics, process steps,...

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  • Chapters 1 through 3 focus on the concept of CRM. Chapter 1 defines what CRM means in today’s business environment and why only organizations with clear and effective CRM strategies are destined for long-term success. Chapter 2 introduces the Customer Service/Sales Profile model, a brand new tool for understanding the dynamic relationship between stand-alone service transactions, repeat customers, and the creation of wonderful customer advocates who love to spread the good word about you and your products and services.

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  • Excerpts taken from: A Framework for Marketing Management, by Philip Kotler Copyright © 2001by Prentice-Hall, Inc. A Pearson Education Company Upper Saddle River, New Jersey 07458 Marketing Management Millenium Edition, Tenth Edition, by Philip Kotler Copyright © 2000 by Prentice-Hall, Inc. All rights reserved. No part of this book may be reproduced, in any form or by any means, without permission in writing from the publisher.

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  • Customer 3 has the highest SCR. Therefore, ABC Computers should identify customer 3 and target more of their marketing efforts (mailers, advertisements etc.) towards customer 3 Also, customer 3’s size-of-wallet (column A), is the largest. Important measure of customer loyalty; however, SW is unable to provide a clear indication of future revenues and profits that can be expected from a customer.

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  • Mấy chú salesman thỉ ít gặp ASM nên hầu như nghe danh thì nhiều mà gặp mặt thì ít. Chỉ biết rằng anh lâu lâu tung chưởng ra chiêu,,các lính dưới nàu chạy chối chết. Xem định nghĩa: Chiến tướng” là thuật ngữ được dân sales dùng để chỉ các trưởng vùng – Area Sales Manager (ASM). Họ là những người xác định đúng khách hàng có nhu cầu và khả năng thanh toán thật trong vùng mình quản lý.

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  • This full-color, seminar-in-a-book presents a proven plan for maximizing your online profits by leveraging the top three services: eBay, Yahoo! and Google. You’ll learn to: expand an existing eBay business to reach millions of targeted buyers; Open a Yahoo! store to build a thriving direct-to-customer business; and send more customers to their online retail business with improved search engine placement and targeted adword buys using Google.

    pdf429p theboy_ldv 13-06-2010 297 77   Download

  • In Think Like Your Customer Bill Stinnett draws upon more than two decades as a sales professional and consultant to the Fortune 500 to offer you a powerful new approach for connecting with clients and building enduring, highly profitable customer relationships.

    pdf205p conrepcon 13-04-2012 143 77   Download

  • Tham khảo sách 'sales management', kinh tế - quản lý, quản lý dự án phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả

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  • „ Receivables come from sales in credit „ Credit sales Increasing revenue Increasing profit „ Credit sales increasing receivables Increasing operating costs „ Objective of receivables management is: „ to determine whether increasing in revenue and profit is large enough to offset increasing in costs, or „ to determine whether saving in cost is large enough to offset decreasing in profit.

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  • As a professional sales trainer, I have discovered a very important aspect of adult learning: people love simplicity. The simpler the better. I wrote this book with that goal in mind; to reveal the simplicity of selling. Selling is simple. Simple is fun. That is why the KISS principle (Keep It Simple Salespeople) prevails. This book offers an approach that strips away the perceived complexities of selling and discusses selling in its purest form: a dialogue between two human beings. The required skills of an effective sales professional have become increasingly sophisticated.

    pdf113p tienwru 15-01-2013 82 61   Download


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