Описание: Get your students ready for today's global business environment. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Selling covers every step of the sales process, from target selection to strategic account management. Unlike the typically boring sales textbooks that your students barely open, this book is witty and entertaining. They will actually enjoy reading it and learn something new every time they use it. Your students will understand how to: Target the right sales prospects Manage databases Get the necessary facts Sell to the right buyer Develop winning sales strategies Write professional sales proposals Deliver dynamic sales presentations Close the sale Turn small accounts into large onesThe CD-ROM software provided with the text - a unique state-of-the-art feature - offers tools that explain how to manage existing accounts, obtain new major accounts, and maintain important details about each customer for account records and reporting to management. In addition to providing powerful learning tools, the CD-ROM includes templates for forms, correspondence, a 14-page sample proposal, study questions, assignments, and exercises. This easy-to-use soft
Автор: Young, H.peyton Название: Individual strategy and social structure ISBN: 0691086877 ISBN-13(EAN): 9780691086873 Издательство: Wiley Рейтинг: Цена: 10296.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Neoclassical economics assumes that people are highly rational and can reason their way through even the most complex economic problems. This book shows how the cumulative experiences of many individuals coalesce over time into customs, norms, and institutions that govern economic and social life.
Автор: Cespedes Frank V. Название: Aligning Strategy and Sales ISBN: 1422196054 ISBN-13(EAN): 9781422196052 Издательство: McGraw-Hill Рейтинг: Цена: 3947.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: "It's time to address the enormous cost of the strategy-sales gap." The most crucial connection in an organization seeking to grow is between sales and strategy. But if your company is like most, instead of a strong connection there is a widening gap and too little bang for the buck. This book will help turn the tide for your organization. US companies, for example, invest almost $900 billion annually in their sales forces--more than three times the amount they spend on all media advertising, and twenty times more than the total spent on digital marketing. Yet research indicates that, on average, companies deliver only about 50 to 60 percent of the financial performance their strategies promise. That's a lot of wasted money and managerial effort. "Aligning Strategy and Sales" will help you close the gap, establish the needed connections, and improve both sales and strategy in your organization. From the author's research, practice, and years of work with firms across many industries, you'll learn how to improve performance by: - Articulating strategy in ways that busy people can understand and embrace, and then translating strategic choices into sales tasks that bring results. - Hiring, compensating, and measuring salespeople and performance in ways that are consistent with strategic goals. - Selecting and developing people who can manage as well as sell, and finding practical ways to improve the coordination between sales and other functions required for profitable growth. Usable, thoughtful, and clear, this book will help you drive performance, evaluate sales numbers, and hire or train the people who deal with your customers--from sales and functional heads to HR and the C-suite. Informed by the author's experience and research as a business manager, board member, consultant, and professor at Harvard Business School, "Aligning Strategy and Sales" provides the know-how and tools to do exactly what its title promises.
Автор: Hill, Mark Название: Marketing Strategy : The Thinking Involved ISBN: 141298730X ISBN-13(EAN): 9781412987301 Издательство: Sage Publications Рейтинг: Цена: 25027.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Goes beyond introducing students to marketing strategy concepts and theoriesby asserting that through developing their critical thinking and questioning skills they can develop more effective marketing strategies.
Автор: Woodburn Название: Key Account Management: The Definitive Guide, 3rd Edition ISBN: 047097415X ISBN-13(EAN): 9780470974155 Издательство: Wiley Рейтинг: Цена: 6170.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts.
Описание: It is a handy self-help resource to the approximately three hundred thousand small to medium-sized manufacturers we will need as the economy rebounds and creates opportunities for profitable growth--not just sales volume.
Описание: Economics of Strategy enables managers to perform a comprehensive analysis of a firm`s strategy using the necessary frameworks and tools. The fifth edition now includes a new introduction to the essential concepts from microeconomics that form the building blocks of strategy.
Описание: Social media has already transformed society. Now it is poised to revolutionize communications and collaborative business processes. This book provides you with an actionable framework for developing and executing successful enterprise social networking strategies.
Автор: Orville Walker, John Mullins Название: Marketing Strategy: A Decision-Focused Approach ISBN: 1259010902 ISBN-13(EAN): 9781259010903 Издательство: McGraw-Hill Рейтинг: Цена: 9779.00 р. Наличие на складе: Поставка под заказ.
Описание: Covers the concepts and theories of creating and implementing a marketing strategy and offers a focus on the strategic planning process and marketing`s cross/inter-functional relationships. This text distinguishes itself from competitors by maintaining a strong approach to strategic decision making.
Описание: From the Publishers Weekly review: "Two experts from Yale tackle the business wake-up-call du jour-environmental responsibility-from every angle in this thorough, earnest guidebook: pragmatically, passionately, financially and historically.
Автор: Dalgic Tevflik Название: Customer-oriented Marketing Strategy: Theory and Practice ISBN: 1606495208 ISBN-13(EAN): 9781606495209 Издательство: McGraw-Hill Рейтинг: Цена: 3252.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This pioneering two-volume biography (1862) explores the genius of the groundbreaking Romantic landscape and historical painter and printmaker J. M. W. Turner (1775-1851). In Volume 1, the author Walter Thornbury (1828-76) traces Turner`s `art life` from cockney prodigy to Royal Academician. Volume 2 illuminates Turner`s work and character, examining his relationships in the art world.
Описание: Services Marketing: People, Technology, Strategy is the eighth edition of the globally leading textbook for Services Marketing by Jochen Wirtz and Christopher Lovelock, extensively updated to feature the latest academic research, industry trends, and technology, social media and case examples.This textbook takes on a strong managerial approach presented through a coherent and progressive pedagogical framework rooted in solid academic research. Featuring cases and examples from all over the world, Services Marketing: People, Technology, Strategy is suitable for students who want to gain a wider managerial view of Services Marketing.
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