Tag: Guide

Compensating the Sales Force: A Practical Guide to Designing Winning Sales Reward Programs, Second Edition

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The classic guide to raising your bottom line with the perfect compensation strategy—fully revised and updated! Sales compensation WORKS! Nothing motivates a sales force better than a powerful compensation program. And when your salespeople are motivated, revenue soars. But how do you design a program ideally suited for your business strategy and organizational needs? It’s …

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Welcome to Sales Management: The First 90 Days … and Beyond An Operating Guide for New Sales Managers

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Insurance policies, earth moving equipment, chemicals, telecommunications, computer hardware, software, pharmaceuticals, office equipment, time-shares, security systems, real estate, e-commerce products and services, leasing, professional services, recruiting, financial services … the list of products and services marketed and sold by business to business companies seems endless. But all these companies have one thing in common … …

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Developing Negotiation Skills in Sales Personnel: A Guide to Price Realization for Sales Managers and Sales Trainers

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While sales negotiation is traditionally considered a formal process conducted by teams of buyers and sellers, this handy reference recognizes that negotiating strategies and techniques are actually required in many instances in day-to-day selling activities as well, and provides advice geared to the salesperson’s specific daily needs. The chapters present material in a factual, step-by-step …

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HBR Guide to Persuasive Presentations (Harvard Business Review Guides)

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TAKE THE PAIN OUT OF PRESENTATIONS.Terrified of speaking in front of a group? Or simply looking to polish your skills? No matter where you are on the spectrum, this guide will give you the confidence and the tools you need to get results.Written by presentation expert Nancy Duarte, the HBR Guide to Persuasive Presentations will …

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52 Sales Management Tips: The Sales Managers’ Success Guide

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52 Sales Management Tips is written for sales managers who struggle within a corporate environment that doesn’t always support them or their development needs. Whether you are a sales executive, senior sales leader or a new, experienced or aspiring sales manager I’m confident you will find this book to be a valuable guide to consult …

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