Описание: Explains how to use value to inform marketing, selling, negotiation, and pricing decisions in a B2B setting. This title provides what you need to stay profitable while preserving customer goodwill.
Автор: A. Zoltners; P. Sinha; S. Lorimer Название: Sales Force Design For Strategic Advantage ISBN: 1349508497 ISBN-13(EAN): 9781349508495 Издательство: Springer Рейтинг: Цена: 9083.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This book focuses upon the role of the sales force in today`s changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Название: Pricing and the Sales Force ISBN: 1138791873 ISBN-13(EAN): 9781138791879 Издательство: Taylor&Francis Рейтинг: Цена: 22202.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: The third in Hinterhuber and Liozu`s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners.
Автор: Johnston Mark W Название: Sales Force Management ISBN: 1138951722 ISBN-13(EAN): 9781138951723 Издательство: Taylor&Francis Рейтинг: Цена: 11023.00 р. Наличие на складе: Поставка под заказ.
Описание: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include:? Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Автор: Shiver Warren Название: 7 Steps to Sales Force Transformation ISBN: 1137548045 ISBN-13(EAN): 9781137548047 Издательство: Springer Рейтинг: Цена: 4890.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This book is targeted at anyone who has control over a sales organization or who wants to transform a sales team, including sales managers, sales executives, CEOs, COOs, and others who advise or influence those stakeholders, such as associates at consulting and private equity firms.
Автор: Rouzies Dominique, Onyemah Vincent Название: Sales Force Compensation: Trends and Research Opportunities ISBN: 1680834886 ISBN-13(EAN): 9781680834888 Издательство: Неизвестно Рейтинг: Цена: 8276.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Salespeople`s success is critical to their organisations` performance. Sales Force Compensation reviews the many insights provided by empirical research to date, some of which are just emerging in the marketing literature.
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