Selling and sales management

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  • Personal Selling Defined: A form of person to person communication in which a salesperson works with prospective buyer and attempts to influence purchase in the direction of his or her company’s products or services. Importance of Personal Selling: Allows the firm to immediately respond to the needs of the prospect. Allows for immediate customer feedback

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  • 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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  • Lecture Principles of Marketing - Chapter 16 presents the personal selling and sales promotion. The main contents of this chapter include all of the following: Personal selling, managing the sales force, the personal selling process, sales promotion.

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  • By learning how to “dial for dollars,” you can transform the telephone that’s already sitting on your desk into a virtual money-making machine with unlimited potential. Throughout this book, the terms telemarketing and telesales are used interchangeably. However, some people define telemarketing as the use of the telephone to make contact with prospects, whereas telesales involves actually moving the pros- pect further down the sales cycle or sales pipeline. The skills required of a telemarketer and/or telesales professional, as you’ll soon see, are identical....

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  • Marcelo Thalenberg (Sao Paulo, Brazil) has over 30 years experience in the technology business as both an executive and entrepreneur in companies like Texas Instruments and Avnet, among others. Today, Marcelo is the president of MT Criativa, a consulting and entrepreneurial education company. The company provides time, teamwork, marketing and sales management training using Microsoft Outlook. Marcelo writes articles in electronics and computer magazines including Eletronica Saber. He has written a marketing trends column and most recently has written about time management at Voce S.

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  • The role of selling is continuing to change and evolve in response to dramatic moves in the way buyers and sellers interact. Individual knowledge, skills and abilities are still required, perhaps more than ever, but teamwork and technology are also vital ingredients in an effective organizational response to the needs and demands of customers. The salesforce have always been ambassadors for their firm, but in a turbulent business environment the information and persuasion role of salespeople is being absorbed into their relationship role.

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  • If you sincerely believe that “the customer is king,” the second most important person in this kingdom must be the one who has a direct interaction on a daily basis with the king. MICHAEL BON CHAIRMAN & CEO, FRANCE TELECOM Chapter Consultant: Paulette Turner, Sales Operations Business Unit Executive, IBM Corporation

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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.

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  • 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.

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  • As you might imagine, the program wasn’t just a sensation in terms of sales numbers. It has generated a flood of opinions, on both sides of the matter, as well as numerous copycat artists attempting to sell their own “no cold calling” programs. While there are plenty of people who agree with me that cold calling is now obsolete, the most heated – and angry – opinions come from those who still support the idea of cold calling. Most of these people are the “old-school” types I mentioned, the stereotypical dictator sales managers...

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  • If the process for selling goods on World of Good by eBay seems daunting to you, be aware that the company has anticipated this and has developed a program to help Sellers and Producer Groups who don’t have the time, experience, Internet connection, or otherwise lack capacity to complete the process outlined above. This initiative is called the Marketplace Access Program (MAP) and puts sellers in contact with what World of Good by eBay calls MAP Agents. Map Agents are experienced eBay sellers who help qualified WorldofGood.

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  • My Secret Selling Notebook By Mark Rushworth Copyright Mark Rushworth 2011 Published by Malaru Published at smashwords Introduction Do you have a system in place for yourself when you are selling to your customers, or do you just hope for the best and just throw yourself to the mercy of your customer’s whim, or maybe bore them to death or confuse them with your sales technical jargon? Stop!! And just take a look at yourself selling, and analyse your self and think what I do right and you are happy with and improve on it, and then analyse what I...

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  • Sales charges are the commissions that you may have to pay when you buy or sell a fund. If you pay this charge when you buy the fund, it’s called an initial sales charge or front-end load. If you pay it when you sell, it’s called a deferred sales charge or back-end load. Some funds are sold on a “no-load” basis, which means you pay no sales charge when you buy or sell. Comparing sales charge options With initial sales charges, the cost can vary from firm to firm and may be negotiable. Shop around, and remember that every dollar you pay in commission is a...

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  • In this chapter you will understand the importance and nature of personal selling. Know the three basic sales tasks and what the various kinds of salespeople are expected to do. Know what the sales manager must do including selecting, training, and organizing salespeople to carry out the personal selling job. Understand how the right compensation plan can help motivate and control salespeople.

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  • This chapter discuss the role of a company’s salespeople in creating value for customers and building customer relationships, identify and explain the six major sales force management steps, discuss the personal selling process, distinguishing between transaction-oriented marketing and relationship marketing,...

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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.

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  • Good books on key account management are rare. One of the reasons for this lies in the past, in the way that key account management (KAM) has been defined and described. The past 40 years have been characterized by a view that KAM is mainly a selling task, albeit at a high level, and that the responsibility for its implementation rests almost entirely with the sales team. Yet all our research at Cranfield School of Management indicates that, above all else, it is this mentality that prevents the forging of mature, trustworthy and profitable relationships.

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  • The number one predictor of successful salespeople is their ability to connect with their customers. In the years leading up to the present, the best sales executives have accomplished this by having multiple, face-to-face meetings. However, the demands on our clients’ time, coupled with the increasing expense and frustration of travel, have minimized our ability to actually meet with clients.

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  • Selling. What a profession. Why do so many people love selling so much, whereas others hate even the thought of selling something? What is it about the topic of selling that causes so many mixed emotions? Better yet, why are some people so good at it, and others are always trying to get it right?

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