Register / Log in

Tag: Sales Management

27
October

Selling – Building Partnerships – 8E

2011. Written by macsalam 2 comments Posted in: Books, Sales
Tagged with , ,

Selling - Building Partnerships - 8E

Selling: Building Partnerships, 8E remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people.

The authors emphasize throughout the text the need for salespeople to be flexible–to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning.

This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.

Book Details:

Hardcover: 576 pages

Publisher: McGraw-Hill/Irwin; 8 Edition (November 17, 2010)

Language: English

Author: Stephen Castleberry and John Tanner

Category: Business Books, Sales Books

Buy the book directly from Amazon.

20
October

Selling - Building Partnerships - 8th Edition

Selling: Building Partnerships, 8E remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people.

The authors emphasize throughout the text the need for salespeople to be flexible–to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning.

This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.

Book Details:

Hardcover: 576 pages

Publisher: McGraw-Hill/Irwin; 8th Edition (November 17, 2010)

Language: English

Author: Stephen Castleberry and John Tanner

Category: Business Books, Sales Books

Buy the book directly from Amazon.

07
February

Selling

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

Selling

Learn to speak persuasively, enthuse your audience, and sell with confidence with Essential Managers: Selling. This book offers master tips and techniques for successful selling.

Book Details:

Paperback: 72 pages

Publisher: DK Publishing (February 2, 2009)

Language: English

Author: Eric Baron

Category: Business Books, Sales Books

Buy the book directly from Amazon.

07
February

ROI Selling

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

ROI Selling

ROI Selling works within a company’s existing sales methods to increase the effectiveness and production of their sales force.

Current economic conditions are forcing everyone from large corporations to smaller privately held companies to maximize their revenue streams from new and existing customers. To be successful, firms today must outsell their competition and exceed customer expectations-thus creating long-term satisfaction and loyalty.

Book Details:

Paperback: 336 pages

Publisher: Kaplan Publishing; Original edition (September 1, 2004)

Language: English

Author: Michael Nick and Kurt Koenig

Category: Business Books, Sales Books

Buy the book directly from Amazon.

07
February

Selling - Powerful New Strategies for Sales Success

Selling – Powerful New Strategies for Sales Success explores the cutting edge of persuasive selling. This book isn’t for salespeople stuck in tradition, but those who embrace the new, and implement the strategies that will make them the superstars of tomorrow.

Unlike traditional sales books, you won’t find canned closes or regurgitated and repackaged advice. You’ll learn:

- How to buy back the sale

- Group strategies for mass influence

- The brutal truth about Value Driven Selling

- Sales Management secrets of today’s Top Sales Managers

Book Details:

Hardcover: 225 pages

Publisher: Network 3000 Publishing (October 26, 2007)

Language: English

Author: Kevin Hogan, Dave Lakhani, Gary May, Eliot Hoppe, Mollie Marti and Larry Kevin Adams

Category: Business Books, Sales Books

Buy the book directly from Amazon.

06
February

Sales Promotion

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Sales Promotion

Sales promotion is one of the most powerful weapons available to sales and marketing staff, and is used more than any other type of marketing- because it works. Almost 60% of sonsumers regularly take advantage of some form of sales promotion each month.

Packed with practical examples as well as new and updated case studies, the fifth edition details new developments in sales promotion, exploring the ways in which it can be used in conjunction with new media such as interactive TV, web-based advertising and mobile marketing.

Sale Promotion also highlights the tried and tested mnethods that companies use to stay ahead, revealing the winning offers that gain new customers and keep existing ones happy. Topics covered include: sales promotion and the customer; the purpose of sales promotion; what sales promotion can do; how to use different techniques, including joint promotions and of-the-shelf offers; how to be creativem how to use suppliers, how to implement a promotion; marketing accountability and research and international sales promotions.

Book Details:

Paperback: 280 pages

Publisher: Kogan Page; Fifth Edition edition (May 28, 2010)

Language: English

Author: Roddy Mullin

Category: Business Books, Sales Books

Buy the book directly from Amazon.

05
February

Selling for the Long Run

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Selling for the Long Run

Selling for the Long Run provides the key principles for acquiring and maintaining satisfied, repeat-buying customers. How is this achieved? One word: relationships. At first glance, the answer seems simple—but is any relationship simple?

Wendy Reed, CEO of the global sales training firm InfoMentis, helps you make the transformation from an average salesperson who simply presents products to a great salesperson who serves as a collaborative partner with the customer. It’s the best sales approach for good economic times, and it’s the only one that works when times are tough.

Book Details:

Hardcover: 256 pages

Publisher: McGraw-Hill; 1 edition (October 20, 2010)

Language: English

Author: Wendy Foegen Reed

Category: Business Books, Sales Books

Buy the book directly from Amazon.

24
January

Red-Hot Selling

2011. Written by macsalam 2 comments Posted in: Books, Sales
Tagged with , ,

Red-Hot Selling

No matter what, where, and to whom you sell, everything you do fits into one of three phases of the sales process: Planning, Execution, and Closing. True red-hot sellers know exactly what each phase encompasses, and the rest of us can learn in the time it takes to read this ultra-practical book.

Red-Hot Selling presents a simple, start-to-finish sales process for new sales professionals and veterans alike that shows how to:

Eliminate the peaks and valleys in your sales cycle • Manage your time for optimum results • Ask your customers and prospects the six most powerful questions • Find and penetrate the best accounts • Create and deliver dynamic sales presentations and winning proposals • Beat back objections • And much more

Book Details:

Paperback: 240 pages

Publisher: AMACOM (June 2, 2010)

Language: English

Author: Paul S. Goldner

Buy the book directly from Amazon.

24
January

Sales 2.0

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

Sales 2.0

Ideal for sales teams in any industry, Sales 2.0 finally marries Web 2.0 technologies with the innovative sales practices those technologies enable, resulting in improved sales productivity and results. The business of sales is changing; whether your business changes with it will determine your long-term success. Sales 2.0 is the next step in the evolution of sales.

In Sales 2.0, authors Seley and Holloway demystify the emerging Sales 2.0 trend and provide a framework that business leaders and sales professionals can use to implement it in their organizations. They explain why traditional sales tactics no longer work and why you should change the way you sell. They explore Sales 2.0 in practice and showcase four industry-leading companies currently using Sales 2.0 successfully and profitably. They show you how to align your sales resources with customer opportunities to create better sales force deployment and territory coverage. That means segmenting your sales process steps, customers, and opportunities and using the most profitable sales channel or communication medium to engage more buyers.

Book Details:

Hardcover: 256 pages

Publisher: Wiley; First Edition edition (December 15, 2008)

Language: English

Author: Anneke Seley and Brent Holloway

Buy the book directly from Amazon.

22
January

The Ultimate Sales Machine

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

The Ultimate Sales Machine

Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.

The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve—sales, marketing, management, and more.

Book Details:

Paperback: 272 pages

Publisher: Portfolio Trade (May 27, 2008)

Language: English

Author: Chet Holmes (Author), Jay Conrad Levinson (Editor), Michael Gerber (Foreword)

Buy the book directly from Amazon.

22
January

Selling To Anyone Over The Phone

2011. Written by macsalam 2 comments Posted in: Books, Sales
Tagged with , ,

Selling To Anyone Over The Phone

This is a must-read. In today’s competitive marketplace, Walkup has written the definitive guide for making the phone one of your most valuable tools. Keep this book handy, refer to it often, and your bottom-line will grow.

Book Details:

Paperback: 224 pages

Publisher: AMACOM; Second Edition edition (September 1, 2010)

Language: English

Author: Renee P. Walkup and Sandra McKee

Buy the book directly from Amazon.

22
January

Mastering the Complex Sale

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

Mastering the Complex Sale

Continuing to evolve the breakthrough thinking of his bestselling classic Mastering the Complex Sale in this new edition, Jeff Thull once again pushes the envelope to give professionals—from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short—a comprehensive guide to navigate and win high-stakes sales. You will find yourself rethinking your beliefs about selling, applying this straightforward strategy, and achieving the success you are looking for.

This book will show you how to:

Book Details:

Hardcover: 304 pages

Publisher: Wiley; 2 edition (March 8, 2010)

Language: English

Author: Jeff Thull

Buy the book directly from Amazon.

21
January

Value-Added Selling

2011. Written by macsalam 2 comments Posted in: Books, Sales
Tagged with , ,

Value-Added Selling

One of the World’s Most Popular Sales Methods–Updated to Give You the Edge on Today’s Demanding Customers!

Tom Reilly, creator of the value-added selling method, has good news for you: Even in today’s marketplace, you can still be a solid competitor without being the cheapest. You just need to sell value, not price.

For a quarter century, Value-Added Selling has been putting sales professionals on the path to excellence. Reilly has updated his seminal work to help you contend with today’s customer, who invariably expects more while paying less. This anniversary edition includes all-new material on:

Book Details:

Hardcover: 288 pages

Publisher: McGraw-Hill; 3 edition (March 22, 2010)

Language: English

Author: Tom Reilly

Buy the book directly from Amazon.

21
January

Selling to Win

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

Selling to Win

Selling to Win is full of sales tips and practical advice such as how to: get a sale when you are not the cheapest, turn your customer into an ambassador, build a positive attitude that gets results, beat the competition and close a sale.

Widely recognized as one of the most effective and powerful sales-improvement guides, Selling to Win has helped thousands of people improve their selling skills.

Book Details:

Paperback: 208 pages

Publisher: Kogan Page; Third Edition,Revised,Third Edition, Revised edition (September 28, 2009)

Language: English

Author: Richard Denny

Buy the book directly from Amazon.

21
January

Selling Skills for Complete Amateurs

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Selling Skills for Complete Amateurs

Nearly everyone within a company is involved in selling at one level or another. Yet, the majority of those people are not professional frontline salespeople – they have never received any training in selling or in dealing with customers. As a result, opportunities are missed and, worse, you may even have wrecked the relationship with the customer for the long term.

Written in a quick-read and practical way, this book presents a set of simple, basic skills for selling, aimed exclusively at those people who have never been trained in the art of selling. Based on the successful courses which the author has been running for over 10 years for beginners in sales, Selling Skills for the Complete Amateur is intended to enable anyone to make a sound contribution to the overall sales process.

Book Details:

Paperback: 160 pages

Publisher: Marshall Cavendish Limited (May 1, 2008)

Language: English

Author: Bob Etherington

Buy the book directly from Amazon.

10
January

Take Your Sales to the Next Level

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Take Your Sales to the Next Level

You may have many great customer relationships—but there’s a good chance you have an even greater number of relationships that are not where you want them to be.

With the lessons in Take Your Sales to the Next Level, you can move those stalled relationships to the next level—and increase sales dramatically. Sales expert Charles D. Brennan helps you:

Book Details:

Paperback: 224 pages

Publisher: McGraw-Hill; 1 edition (September 20, 2010)

Language: English

Author: Charles D. Brennan Jr.

Buy the book directly from Amazon.

10
January

Perspectives on Increasing Sales

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

Perspectives on Increasing Sales

Who’s the real sales expert: the salesperson or the consumer?

Each has a different approach to effective sales and what will really move the consumer to take action. Each approaches buying and selling from a different angle – a different perspective – and without understanding both points of view, the picture is never fully complete.

Perspectives on Increasing Sales is the first book to offer both sides of the story. In an easy-to-read, question/answer format, Marvin Miletsky provides the salesperson perspective while James Callander gives the customer point of view on topics including finding new leads and prospects, successful negotiations, landing an account and closing the deal, managing and improving the relationship and a whole lot more.

What makes this book different from other sales-oriented books is that there is no author collaboration or sharing of information during the writing process. Neither author was aware of what the other was writing. The result is a fascinating, no-holds-barred look at increasing sales as both the salesperson and customer see it, leaving readers with a list of action items and a better understanding of core sales concepts to dramatically improve success rates.

Book Details:

Paperback: 311 pages

Publisher: Course Technology PTR; 1 edition (March 24, 2009)

Language: English

Author: Marvin Miletsky and James A. Callander

Buy the book directly from Amazon.

01
January

Selling and Sales Management

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Selling and Sales Management

Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area.

The new edition comes fully updated with brand new case studies using working businesses to connect sales theory to the practical implications of selling in a modern environment.

New to this edition:

Book Details:

Paperback: 546 pages

Publisher: FT Press; 8th edition (August 2, 2009)

Language: English

Author: David Jobber and Geoff Lancaster

Buy the book directly from Amazon.

30
December

The Art of Mastering Sales Management

2010. Written by macsalam 1 comment Posted in: Books, Sales
Tagged with

The Art of Mastering Sales Management

In The Art of Mastering Sales Management, Thomas Cook shares the proven practices and principles of good salesmanship that have made him a highly successful businessman and one of the most sought-after sales trainers in the world today. Written for those managers and executives who want to elevate the performance of their entire teams in this age of globalization and minimal margins, the book provides core lessons supported with cases studies garnered during the author’s 35 years of hands-on experience over a diversity of businesses.

Book Details:

Hardcover: 200 pages

Publisher: CRC Press; 1 edition (November 24, 2009)

Language: English

Author: Thomas A. Cook

Buy the book directly from Amazon.