Tag: Organization

S-Business: Reinventing the Services Organization

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In business, seeing the next paradigm shift in how to effectively navigate a company to achieve high performance and competitive advantage isn’t just important-it’s crucial. In their new book, S-Business: Reinventing the Services Organization, James A. Alexander and Mark Hordes offer a comprehensive and focused approach by which decision-makers in product, professional services and support …

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The Determinants of Sales Organization Effectiveness in the Pharmaceutical Industry

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Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better …

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Permanent link to this article: http://www.learnsale.com/sales-training/sales-call-planning/the-determinants-of-sales-organization-effectiveness-in-the-pharmaceutical-industry/

Selling Is a Team Sport : Turn Your Whole Organization into a Living, Breathing, Selling Machine

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Organize Your Whole Company for Sales SuccessThe old sales paradigm: R & D developed the product; the sales force sold the product. The new sales paradigm: The sales force, R & D, executives, Web developers, accountants, lawyers, inventory clerks—all of your employees—sell the product. Selling is more about fulfilling the true needs of the customer …

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Permanent link to this article: http://www.learnsale.com/sales-training/sales-call-planning/selling-is-a-team-sport-turn-your-whole-organization-into-a-living-breathing-selling-machine/

“Negotiating Effectively Within Your Own Organization”

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The most successful people know how to negotiate effectively in their organization. They know how to gain acceptance for their ideas and build relationships that support their need to get things done. Whatever you do, wherever you work, be it with teams, projects or office groups, these are essential negotiation skills for success. Such skills …

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Permanent link to this article: http://www.learnsale.com/sales-training/negotiating-training/negotiating-effectively-within-your-own-organization/

Nuts and Bolts of Sales Management: How to Build a High Velocity Sales Organization

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Battle-proven techniques for creating a sustainable, high-velocity sales organization Sometimes managing a sales team feels like trying to manage chaos, and in a way it is–there are so many unpredictable influences at work in sales. In Nuts and Bolts of Sales Management, John Treace, mining decades of executive sales experience gained from successful business turnarounds, …

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Permanent link to this article: http://www.learnsale.com/sales-management/nuts-and-bolts-of-sales-management-how-to-build-a-high-velocity-sales-organization/