Salesperson Motivation and Performance
Author | : Nicholas Carlton Williamson |
Publisher | : |
Total Pages | : 152 |
Release | : 1982 |
Genre | : Business & Economics |
ISBN | : |
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Author | : Nicholas Carlton Williamson |
Publisher | : |
Total Pages | : 152 |
Release | : 1982 |
Genre | : Business & Economics |
ISBN | : |
Author | : Thomas N. Ingram |
Publisher | : M.E. Sharpe |
Total Pages | : 426 |
Release | : 2021 |
Genre | : Sales management |
ISBN | : 0765628708 |
Author | : Harish Sujan |
Publisher | : |
Total Pages | : 42 |
Release | : 1987 |
Genre | : Employee motivation |
ISBN | : |
Author | : Neil M. Ford |
Publisher | : Free Press |
Total Pages | : 344 |
Release | : 1985 |
Genre | : Business & Economics |
ISBN | : |
Author | : Jeb Blount |
Publisher | : John Wiley & Sons |
Total Pages | : 199 |
Release | : 2011-11-15 |
Genre | : Business & Economics |
ISBN | : 1118094018 |
Discover the secrets to influencing the performance of the people you lead Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance. In People Follow You managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead. Ultimately, people follow people that they like, trust, and believe in. Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development. Relevant to middle and high level managers, People Follow You provides a foundation for managing people. Practical lessons help managers employ winning interpersonal skills to move others to take action. Learn how to leverage the basics of interpersonal relationships to inspire others to take action Get a simple and actionable formula for connecting with employees and indirect reports and gaining their buy-in through the use of personal power vs. the power of authority Discover the fundamental on-the-job coaching skills that deliver instant performance improvement Author Jeb Blount is the most downloaded sales expert in iTunes history; his Sales Gravy and Sales Guy audio programs have been downloaded more than 3 million times When all else is stripped away, people don't work for companies, paychecks, perks, or slogans, people work for you. Become a manager people will follow, and lead your team to greater achievements and measurable gains.
Author | : Shuang Wu |
Publisher | : Springer Nature |
Total Pages | : 701 |
Release | : 2020-06-15 |
Genre | : Business & Economics |
ISBN | : 3030391655 |
This proceedings volume explores marketing opportunities and challenges that exist in the current, fast-changing landscape of the global marketplace. Current global issues such as the rising middle class in emerging markets, disruptive technological breakthroughs, big data analytics, changing consumer habits and concerns over national trade policies have renewed ethical concerns around consumer privacy and the tools companies use to operate, market to, connect and build a relationship with their customers. Featuring the full proceedings from the 2019 Academy of Marketing Science (AMS) Annual Conference held in Vancouver, Canada, this book explores and assess the rate of change that drives companies to evaluate and adapt their marketing strategies to remain competitive. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses, and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complementing the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review (AMSR). Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.
Author | : Andris A. ZOLTNERS |
Publisher | : AMACOM Div American Mgmt Assn |
Total Pages | : 498 |
Release | : 2009-02-11 |
Genre | : Business & Economics |
ISBN | : 0814410421 |
Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
Author | : Paolo Guenzi |
Publisher | : Bloomsbury Publishing |
Total Pages | : 448 |
Release | : 2017-09-16 |
Genre | : Business & Economics |
ISBN | : 1137285745 |
Sales Management offers a global perspective on the opportunities and issues facing today's sales managers. Current textbooks have failed to move beyond the US context; Sales Management provides unique access to European and international experts, with globally relevant case studies.
Author | : Andris A. Zoltners |
Publisher | : AMACOM/American Management Association |
Total Pages | : 504 |
Release | : 2001 |
Genre | : Business & Economics |
ISBN | : 9780814426166 |
To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.
Author | : John Lidstone |
Publisher | : Gower Publishing, Ltd. |
Total Pages | : 148 |
Release | : 1995 |
Genre | : Business & Economics |
ISBN | : 9780566076176 |
A practical guide to developing a realistic programme of motivation. It describes ways of satisfying sales staff, while at the same time meeting planned objectives. The final chapter is designed to help the reader construct a programme for action in relation to his or her own sales force.