Taking Charge of Distribution Sales
Author | : Gary T. Moore |
Publisher | : Natl Assn Wholesale-Distr |
Total Pages | : 196 |
Release | : 2010 |
Genre | : |
ISBN | : 9781934014202 |
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Author | : Gary T. Moore |
Publisher | : Natl Assn Wholesale-Distr |
Total Pages | : 196 |
Release | : 2010 |
Genre | : |
ISBN | : 9781934014202 |
Author | : |
Publisher | : Natl Assn Wholesale-Distr |
Total Pages | : 224 |
Release | : 2012 |
Genre | : Distributors (Commerce) |
ISBN | : 1934014311 |
Author | : Ben Yennie |
Publisher | : Ben Yennie |
Total Pages | : 214 |
Release | : 2016-08-31 |
Genre | : |
ISBN | : 9780692771860 |
The first and so far only book on Film Markets. A Film Market is the best place a filmmaker can go to get traditional, non-DIY Distribution. The first edition of this book was used as a text at more than ten film schools in the US, and the book has an endorsement from the host of the #1 Filmmaking podcast on iTunes, and advice from 8 distributors.
Author | : Julian Dent |
Publisher | : Kogan Page Publishers |
Total Pages | : 385 |
Release | : 2018-04-03 |
Genre | : Business & Economics |
ISBN | : 074948215X |
Analyze, plan and manage profitable channels to market with this economic framework, ensuring maximum leverage of channel partners at every stage of the go-to-market process, with this fully revised third edition of the global bestseller, Distribution Channels - an essential toolkit for strategizing new and existing routes to market. Unprecedented upheavals in routes-to-market are challenging businesses of all types. Products are becoming services, online and offline channels are integrating, and new distribution channels are dictating terms to producers. Placing market access at the heart of business and marketing strategy, this revised edition of Sales and Marketing Channels (originally Distribution Channels) addresses emerging business models and buying behaviours with practical steps, offering an efficient structure to extract tangible commercial value from partner relationships. Often referred to as the "Place" P in the marketing mix, this book and its host of downloadable resources integrate innovative case studies like AirBNB, the largest seller of rooms without ownership of any; Transferwise, the peer-to-peer Forex; plus, the rise of online retailers like Amazon and ASOS versus the decline of traditional stores like Macy's or BHS. Other updates include: -The impact of cloud technology -Advancing consumer channels -Monetizing the distribution of intellectual property -Plus the evolving 'gig economy', led by Uber and Deliveroo
Author | : Mike Marks |
Publisher | : Natl Assn Wholesale-Distr |
Total Pages | : 137 |
Release | : 2012-04 |
Genre | : Business & Economics |
ISBN | : 1934014303 |
Author | : Thomas O'Connor |
Publisher | : Natl Assn Wholesale-Distr |
Total Pages | : 186 |
Release | : 2010 |
Genre | : Distributors (Commerce) |
ISBN | : 9781934014226 |
Author | : Matthew Dixon |
Publisher | : Penguin |
Total Pages | : 240 |
Release | : 2011-11-10 |
Genre | : Business & Economics |
ISBN | : 1101545895 |
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author | : Guy Blissett |
Publisher | : Natl Assn Wholesale-Distr |
Total Pages | : 212 |
Release | : 2010 |
Genre | : Business logistics |
ISBN | : 9781934014219 |
Author | : |
Publisher | : Natl Assn Wholesale-Distr |
Total Pages | : 220 |
Release | : |
Genre | : |
ISBN | : 9781934014172 |
Author | : Choudhury, Rahul Gupta |
Publisher | : IGI Global |
Total Pages | : 323 |
Release | : 2019-08-16 |
Genre | : Business & Economics |
ISBN | : 1522599835 |
Supplying a product to the most customers possible in an effective and cost-efficient way is the primary goal of the sales and distribution sector of a business, since the profits from sales are responsible for the majority of an organization’s revenue. However, with countless brands vying for the customers’ attention, the ability to create a demand for a product and subsequently supply that demand is often the key to a business’s success. There is a need for studies that seek to understand the complementary roles of an organization’s sales force and distribution team to ensure relevancy in today’s globalized world. Sales and Distribution Management for Organizational Growth is a pivotal reference source that provides vital research on the organization of sales and the sales force, their geographic deployment, and distribution and channel management including how to develop customer-oriented distribution systems. While highlighting topics including expense control, personnel training, and channel design, this book is ideally designed for business students, marketing professionals, executive members, finance analysts, operations employees, academicians, industry professionals, researchers, and students seeking current research on implementing sales strategy and distribution systems to maximize profits and remain a marketplace competitor.