.The biggest problem I see with new investors is that they know the "technical side of the business", but not the deal closing side. These investors own dozens of courses on wholesaling and can tell you everything you would want to know about assigning a contract, however, they don't know how to go to a sellers house and close the deal. All of that knowledge is useless if you can't walk into a seller's house and have the selfconfidence and sales skills to walk out with a signed contract in 30 minutes or less. Lack of sales skills also means...
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.
Millions of dollars have been spent
investigating and pursuing ways to grow
sales, and no wonder; after all, sales are
the lifeblood of any organization. Yet only a
handful of companies have been able to grow
their sales steadily not just in good times, but in
lean times, too, and in the face of ferocious
competition. A careful study of the vast majority
of companies that have been less successful than
these few superstars shows that they fall prey to
a number of common mistakes.
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.
Review the types of decisions firms
face in designing a sales force.
Learn how companies recruit, select,
train, supervise, motivate, and evaluate
a sales force.
Understand how salespeople improve
their selling, negotiation, and
To have great sales effectiveness, you have to have a great sales team. Within all teams, whether they are NBA players, the neighborhood little league or the company softball team, there is always opportunity for conflict. The same goes for sales teams. And for independent, results-driven sales people, keeping the team in mind may not be their number one priority. So it’s important that sales leaders know how to effectively manage team conflict.
When hiring sales leaders, many organizations make the mistake of looking simply at ability when assessing an employee for a management job.It is incredible how often high producing individuals get promoted into management jobs that require a totally different mindset to be successful.
Chapter 17 help learners review the types of decisions firms face in designing a sales force; learn how companies recruit, select, train, supervise, motivate, and evaluate a sales force; understand how salespeople improve their selling, negotiation, and relationship-building skills.
Chapter 8 - Business document writing. On completion of this chapter students will know how to: write a formal business letter using the full block format; differentiate between letters of inquiry, letters of complaint, response letters and sales letters; recognise the features and purposes of communicating via email; construct a standard email; use a range of practices to ensure successful business email communication.
Functional Skills are vital to enable an individual to enjoy life and participate in society. Timely assessment of a person’s ability to function can guide diagnosis, help with program planning and intervention, as well as assist in the decisions being made about the level of assistance or care a person might require.
Chapter 1, introduction to sales and distribution management. After studying this chapter you will be able: To understand evolution, nature and importance of sales management; to know role and skills of modern sales managers; to understand types of sales managers; to learn objectives, strategies and tactics of sales management;…
Chapter 2, personal selling: Preparation and process. After studying this chapter you will be able: To understand psychology in selling, buying decision process and buying situations; to learn communication skills, sales knowledge, and sales related marketing policies; to understand personal selling process; to learn about negotiation.
Chapter 6, training, motivating, compensating, and leading the salesforce. After studying this chapter you will be able: To understand sales training process; to learn importance, theories, and tools of motivation; to know objectives and designing of sales compensation plan; to understand views, styles, and skills of sales leadership; to know the methods used to supervise salespeople.
This book has been written for anyone working, or planning to work, in human resources
and personnel management, and who wants to develop their vocabulary for this line of
work. The various exercises throughout the book focus on the key vocabulary that you
would expect to understand and use on a day-to-day basis.
The book is also useful for anyone working in other business-related areas (secretarial,
administrative, accountancy, sales, business law, business management, etc) who wants to
broaden their knowledge of business vocabulary....
Allan and Barbara Pease are the
internationally renowned experts in
human relations and body language,
whose 20 million book sales worldwide
have turned them into household
names. The Definitive Book of Body Language isolates, examines and explains in simple terms, each component of body langugage.
The small business world is evolving. Competition, the emergence of the internet, and mergers and acquistions have forced small businesses to rethink their marketing strategies. With the recession, small businesses are it harder to compete. Many small business owners are asking themselves "How do i ression-proof" my business? The answer is: Make marketing your first priority
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.
“A valuable tool to enhance our writing and sales effectiveness skills.
This book should be in every school and business.”
—Howard Putnam, author of The Winds of Turbulence
and former CEO of Southwest Airlines
“Sue Hershkowitz-Coore’s latest book, Power Sales Writing, is a
basic, down-to-earth, easy read that will help anyone improve their
writing and communication skills. Sue’s delightful personality is
evident in this valuable reference tool.”
Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway
The concept of target marketing is a refinement of the basic philosophy of marketing. It is an attempt by companies to relate the characteristics or attributes of the goods and services they provide more closely to customer requirements. When mass production techniques were first introduced, out of necessity they imposed a large degree of uniformity upon consumers.