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Sales Management, Paolo Guenzi; Susi Geiger



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Цена: 6269р.
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Наличие: Поставка под заказ.  Есть в наличии на складе поставщика.
Склад Англия: 413 шт.  Склад Америка: 113 шт.  
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Автор: Paolo Guenzi; Susi Geiger
Название:  Sales Management   (Паоло Гуэнци: Управление продажами)
Издательство: Springer
Классификация:
Продажи и маркетинг

ISBN: 0230245951
ISBN-13(EAN): 9780230245952
ISBN: 0-230-24595-1
ISBN-13(EAN): 978-0-230-24595-2
Обложка/Формат: Paperback
Страницы: 520
Вес: 0.998 кг.
Дата издания: 11.01.2011
Серия: Business, Management and Finance - Retailing
Язык: English
Иллюстрации: Biography
Размер: 246 x 190 x 29
Читательская аудитория: Undergraduate
Подзаголовок: A multinational perspective
Ссылка на Издательство: Link
Рейтинг:
Поставляется из: Германии
Описание: Sales Management offers a global perspective on the opportunities and issues facing todays sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.
Дополнительное описание: Sales Management in the 21st Century - PART ONE: Formulation of the sales program: defining sales strategies and sales force culture - Managing change in the sales force - Integrating Sales and Marketing - Designing and implementing a key account manageme




Key Account Management: The Definitive Guide, 3rd Edition

Автор: Woodburn
Название: Key Account Management: The Definitive Guide, 3rd Edition
ISBN: 047097415X ISBN-13(EAN): 9780470974155
Издательство: Wiley
Рейтинг:
Цена: 4157 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.  Topics include why key account management has become so critical to commercial success; the role of key management in strategic planning; how companies build profitable relationships with their customers; and what it takes to be a successful key account manager.

Global Marketing Management

Автор: Lee, Kiefer; Carter, Steve
Название: Global Marketing Management
ISBN: 0199609705 ISBN-13(EAN): 9780199609703
Издательство: Oxford Academ
Рейтинг:
Цена: 6901 р.
Наличие на складе: Нет в наличии.

Описание: Global Marketing Management adopts a strategic management framework and provides an examination of key management decisions. The implications for developing and executing successful global marketing programmes are discussed, enabling students to understand the impact of decisions on marketing efforts worldwide.

Essential sales management handbook

Автор: Gschwandtner, Gerhard
Название: Essential sales management handbook
ISBN: 0071476024 ISBN-13(EAN): 9780071476027
Издательство: McGraw-Hill
Рейтинг:
Цена: 2540 р.
Наличие на складе: Есть у поставщика Поставка под заказ.

Описание: Presents a sales manager`s reference tool for building management and leadership skills. This handbook features best practices for building strong team relationships, motivating sales professionals to sell at their highest level, and running effective meetings and ideas, suggestions, real-life stories, and practices from successful companies.

Sales Management

Автор: Bill Donaldson
Название: Sales Management
ISBN: 0333998510 ISBN-13(EAN): 9780333998519
Издательство: Palgrave
Рейтинг:
Цена: 3954 р.
Наличие на складе: Нет в наличии.

Описание: Changes in the importance of key customers, information technology and the globalization of business have had dramatic effects on sales operations over the years. Taking into account and exploring these significant changes, this edition is intended for undergraduate, postgraduate and MBA students of selling and sales management.

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

Автор: Jordan Jason, Teel Michelle, Vazzana Michelle
Название: Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
ISBN: 0071765735 ISBN-13(EAN): 9780071765732
Издательство: McGraw-Hill
Рейтинг:
Цена: 3226 р.
Наличие на складе: Есть у поставщика Поставка под заказ.

Описание:

Boost sales results by zeroing in on the metrics that matter most

"Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success."
--Arthur Dorfman, National Vice President, SAP

""Cracking the Sales Management Code" is a must-read for anyone who wants to bring his or her sales management team into the 21st century."
--Mike Nathe, Senior Vice President, Essilor Laboratories of America

"The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field--and this book tells how do to that in an easy-to-understand, actionable manner."
--Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions

"There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn't see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results."
--John Davis, Vice President, St. Jude Medical""Cracking the Sales Management Code" is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader."
--Bob Kelly, Chairman, The Sales Management Association

"A must-read for managers who want to have a greater impact on sales force performance."
--James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University

"This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great "
--Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories

About the Book:

There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed?

Based on extensive research into how world-class companies measure and manage their sales forces, "Cracking the Sales Management Code" is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performanceHow to choose the right processes for your own teamThe three levels of sales metrics you must collectWhich metrics you can "manage" and which ones you can'tHow to prioritize conflicting sales objectivesHow to align seller activities with business resultsHow to use CRM to improve the impact of coaching

As Neil Rackham writes in the foreword: "There's an acute shortage of good books on the specifics of sales management. "Cracking the Sales Management Code" is about the practical specifics of sales management in the new era, and it fills a void."

"Cracking the Sales Management Code" fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don't. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

Strategic market management

Автор: Aaker, David A
Название: Strategic market management
ISBN: 0470689757 ISBN-13(EAN): 9780470689752
Издательство: Wiley
Рейтинг:
Цена: 5889 р.
Наличие на складе: Есть у поставщика Поставка под заказ.

Описание: The text is a European adaptation of our current US book: Strategic Market Management, 9th Edition by David Aaker. This new edition is a mainstream textsuitable for all business students studying strategy and marketingcourses.

Magic Numbers for Sales Management - Key Measures to Evaluate Sales Success

Автор: Davis
Название: Magic Numbers for Sales Management - Key Measures to Evaluate Sales Success
ISBN: 0470821876 ISBN-13(EAN): 9780470821879
Издательство: Wiley
Рейтинг:
Цена: 1616 р.
Наличие на складе: Поставка под заказ.

Описание: Using descriptions and relevant examples from many of the leading companies, this book lets sales and marketing professionals learn relevant measurement and evaluation techniques which include: applying metrics to different phases of the selling process; and, key behaviors of the most successful sales people.

Rethinking Sales Management - A Strategic Guide for Practitioners

Автор: Rogers
Название: Rethinking Sales Management - A Strategic Guide for Practitioners
ISBN: 0470513055 ISBN-13(EAN): 9780470513057
Издательство: Wiley
Рейтинг:
Цена: 3117 р.
Наличие на складе: Есть у поставщика Поставка под заказ.

Описание: Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. Aimed at sales managers, this book is based on a sales management technique called the `customer portfolio matrix`. It enables them to set realistic objectives, design strategies that add customer value, and more.

Sales management demystified

Автор: Calvin, Robert J.
Название: Sales management demystified
ISBN: 0071486542 ISBN-13(EAN): 9780071486545
Издательство: McGraw-Hill
Рейтинг:
Цена: 1500 р.
Наличие на складе: Есть у поставщика Поставка под заказ.

Описание: Reveals how you can grow your career as you train and retain a team of top sales professionals. This guide gives you objectives and strategies for what from developing sales plans, to creating short - and long-term sales budgets, to molding a team into a motivated, cohesive sales unit.

Sales and distribution management

Автор: Venugopal, Pingali
Название: Sales and distribution management
ISBN: 8178298481 ISBN-13(EAN): 9788178298481
Издательство: Sage Publications
Рейтинг:
Цена: 2300 р.
Наличие на складе: Есть у поставщика Поставка под заказ.

Описание: Adopts a customer-centric approach to sales and distribution management where strategic and operational decisions are made keeping the end consumer in mind. This book also describes the service orientation required for selling different products and the importance of behavioral transactions that need to take place for a sale to complete.

More proactive sales management

Автор: Miller, William J.
Название: More proactive sales management
ISBN: 0814410901 ISBN-13(EAN): 9780814410905
Издательство: McGraw-Hill
Рейтинг:
Цена: 1616 р.
Наличие на складе: Поставка под заказ.

Описание: Avoid mistakes even great sales managers make - and get extraordinary results.

Sales force management

Автор: Johnston, Mark W.
Название: Sales force management
ISBN: 0071220917 ISBN-13(EAN): 9780071220910
Издательство: McGraw-Hill
Рейтинг:
Цена: 5081 р.
Наличие на складе: Поставка под заказ.

Описание: Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance.


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