Selling and Sales Force Management


A Guide to Sales Management  
By Massimo Parravicini

In many FMCG companies, the challenges for the sales function are to develop effective sales strategies and to deliver excellent sales operations in order to support the achievement of business...

 
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Competitive Intelligence and the Sales Force  
By Joel Le Bon

Because of their daily presence in the field and favored relationships with their customers, salespeople are the eyes and ears of their companies. In the new economic war, managers cannot take the...

 
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Creating Effective Sales and Marketing Relationships  
By Kenneth Le Meunier-Fitzhugh, Leslie Caroline Le Meunier-Fitzhugh

How should corporate sales and marketing teams operate collaboratively in a 21st Century to enhance performance in the marketplace? This publication provides insights into how and why con ict...

 
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Effective Sales Force Automation and Customer Relationship Management  
By Raj Agnihotri

As we move deeper into the 21st century, firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. Foreseeing a...

 
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Entrepreneurial Selling  
By Vincent Onyemah, Martha Rivera-Pesquera

“A must read for every aspiring entrepreneur. A clear guide to effective and realistic selling for those with a “big idea” who wish to achieve success for their products and to avoid costly and...

 
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Improving Sales and Marketing Collaboration  
By Avinash Malshe, Wim Biemans

Sales and marketing are two primary business functions that focus on creating satisfied customers. Due to their complementary orientations and objectives, these two functions are ideally positioned...

 
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Key Account Management  
By Joel Le Bon, Carl Herman

Now more than ever, companies are faced with a critical and challenging truth. Today’s customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers...

 
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Lean Applications in Sales  
By Jaideep Motwani, Rob Ptacek

Over the past decade, Lean methods and tools have helped
manufacturing organizations improve their productivity levels
significantly by focusing on data, systematic elimination...

 
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Sales Technology  
By Nikolaos Panagopoulos

Contemporary sales organizations are spending billions of dollars or euros on sales technologies with the objective of streamlining the sales process, enhancing sales force productivity, and...

 
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Selling: The New Norm  
By Drew Stevens

Why read another book on selling? Simple. Today's client is more informed; more sophisticated, and has more access to information. Selling professionals today need to be keener to fulfill the needs...

 
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