Selling High-tech Products and Services
Author | : Ira S. Kalb |
Publisher | : K&A Press |
Total Pages | : 301 |
Release | : 1991 |
Genre | : High technology |
ISBN | : 0924050047 |
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Author | : Ira S. Kalb |
Publisher | : K&A Press |
Total Pages | : 301 |
Release | : 1991 |
Genre | : High technology |
ISBN | : 0924050047 |
Author | : K & A Press |
Publisher | : K&A Press |
Total Pages | : 385 |
Release | : 2002 |
Genre | : |
ISBN | : 092405011X |
Author | : C. Shane Hunt |
Publisher | : |
Total Pages | : 0 |
Release | : 2021 |
Genre | : Selling |
ISBN | : 9781264138593 |
"The role of selling in our economy and our lives continues to grow. Numerous textbooks and sales courses introduce students to the best practices and importance of sales professionals to every organization. Students and professors want-and deserve-learning and teaching experiences that engage and empower them to appreciate and choose selling as a profession"--
Author | : Mohamed B. Mansour |
Publisher | : Dog Ear Publishing |
Total Pages | : 184 |
Release | : 2018-06-14 |
Genre | : Business & Economics |
ISBN | : 1457560178 |
Professional Selling: Types, Approaches and Management is an essential guide that covers the role of professional selling as part of an organization’s integrated marketing system. It presents, in detail, the various types of professional selling functions as well as the process of presenting a product to a customer and closing a sale. It describes how a professional salesperson should follow up after a sale in order to maintain customer satisfaction and develop a long-term relationship. This professional reference goes global, too, by discussing sales and negotiation activities in different cultures. The book does more than discuss the steps of selling; it also includes comprehensive information about what it takes to manage key accounts as well as salespeople, especially recruitment, training, compensation, and evaluation. It features exercises, cases, and role-playing to achieve its objectives. Salespeople and managers alike will benefit from the knowledge and guidance provided in Professional Selling: Types, Approaches and Management.
Author | : Peter McDonnell |
Publisher | : Routledge |
Total Pages | : 252 |
Release | : 2016-03-23 |
Genre | : Business & Economics |
ISBN | : 1317185749 |
Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
Author | : Ira S. Kalb |
Publisher | : K&A Press |
Total Pages | : 444 |
Release | : 1992 |
Genre | : Industrial management |
ISBN | : 0924050020 |
Author | : Ira S. Kalb |
Publisher | : K&A Press |
Total Pages | : 331 |
Release | : 1996 |
Genre | : Marketing |
ISBN | : 0924050055 |
Author | : Ryan McKenzie |
Publisher | : Lulu.com |
Total Pages | : 124 |
Release | : 2016-12-20 |
Genre | : Business & Economics |
ISBN | : 1483462692 |
Most fitness professionals love helping people change their lives, but many struggle to gain new clients and build a profitable business. They end up drained instead of energized, worried instead of free, tied down instead of creating their own schedule! Following these six simple steps of I Hate Selling for the Fitness Professional will empower you to build your business from the bottom up and keep it growing-all while maintaining your love of serving your clients and members. This book will free you from the ups and downs of the fitness world and help you reach more people than ever before.
Author | : Christian Homburg |
Publisher | : Springer Science & Business Media |
Total Pages | : 316 |
Release | : 2012-10-24 |
Genre | : Business & Economics |
ISBN | : 3642291694 |
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 high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Author | : Ira S. Kalb |
Publisher | : K&A Press |
Total Pages | : 220 |
Release | : 1993 |
Genre | : Lawyers |
ISBN | : 0924050039 |