Wiley, 2020. — 269 p. — ISBN: 978-1-119-27817-7 Avoid data blunders and create truly useful visualizations Avoiding Data Pitfalls is a reputation-saving handbook for those who work with data, designed to help you avoid the all-too-common blunders that occur in data analysis, visualization, and presentation. Plenty of data tools exist, along with plenty of books that tell you...
Emerald Publishing, 2018. — 363 p. — ISBN: 978-1-78754-969-2. The prerequisites for efficient and effective marketing and sales organizing have changed. Continued internationalization and richer access to information means that both customer firms and suppliers cover greater geographical space, and they have generally become more coordinated and sophisticated. Increased...
10th ed. — Pearson, 2015. — 545 p. — ISBN: 1292078006. Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area. This 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. This...
Wiley, 2007. — 388 p. — (For Dummies). — ISBN: 978-0-470-17467-8. Mastering the Sales Success Mindset Boosting Sales with Advanced Selling Visualizing Yourself as a Power Seller Charting Your Roadmap to Sales Success Making Selling Your Hobby and Your Habit Setting the Stage for an Unlimited Upside Pumping Up Your Sales Muscle Getting in Step with Your Customer Teaming Up for...
12th Ed. — Routledge, 2016. — 495 p. in color. — ISBN: 9781138951716 Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics at Rollins College, USA. He is the co-author, with Greg W. Marshall, of Contemporary Selling, 5h edition, published by Routledge and the forthcoming Routledge Companion to Selling and Sales Management. Greg W. Marshall is the...
2nd ed. — Wiley, 2016. — 411 p. — (Learning made easy). — ISBN: 1119291429, 9781119291428 Choose, manage, and present data Select the right forecasting method for your business Use moving averages and predict seasonal sales Create sales forecasts you can trust You don't need magic, luck, or an advanced math degree to develop reliable sales forecasts; you just need Excel and...
Routledge, 2003. — 424 p. — ISBN: 0415300436, 9780415300438 As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the...
8th edition. — Prentice Hall; Pearson Education Limited, 2009. — 568 p. Selling and Sales Management 8/e is essential reading for all marketing and management students and practitioners, in particular those with specific interests in the world of sales. The text is split into five logical parts: Sales Perspective, Sales Technique, Sales Environment, Sales Management and Sales...
6th edition. — South-Western College Pub., 2004. — 436 p. The sixth edition of Sales Management: Analysis and Decision Making has several important strengths. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. These interactions with practicing professionals and students ensure that the text covers the...
Capstone, 2002. — 118 p. This book provides a fast track route to mastering all aspects of sales management. It covers the key areas of sales management, from techniques for managing sales people at a distance to sales planning, and from assembling a top-flight team to staying market focused; and examples and lessons from benchmark companies in hotel management, financial...
Cambridge University Press, 2007. — 398 p. — ISBN: 0521848342, 9780521848343 How should a sales force be managed effectively? Like aircraft pilots, managers must analyze information and make interconnected decisions in order to accomplish their missions. This book provides an integrative vision of a sales manager's function, using the concept of a dynamic sales force management...
Springer, 2012. — 315 p. 112 illus. — (Management for Professionals). — ISBN: 9783642291685 This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very...
8th edition. — McGraw-Hill, 2010. — 579 p. — ISBN: 0073530018. 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...
4 edition. — Thomson South-Western, 2008. — 461 p. — ISBN: 032453809X. Professional Selling: A Trust-Based Approach, 4e is written specifically for you the student. It strives to provide comprehensive coverage of sales tools and tactics in a way that you will find interesting, readable, and enjoyable. The text is arranged into ten modules, which blend research results with...
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