Tag: Management:

Exchange Behavior in Selling and Sales Management

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Exchange Behavior in Selling and Sales Management presents a pragmatic and easy-to-implement framework for the successful operation of selling and sales management. Focused specifically on the value-exchange behavior of buyers and sellers, the book is composed of eight fundamental building blocks, which provide:* A revolutionary framework to describe the dynamics of consumer and organizational buying …

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Performance Management: Putting Research into Action

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There has been a shift in HR from performance appraisal to performance management. A new volume in the SIOP Professional Practice Series, this book contains a broad range of performance management topics, offers recommendations grounded in research, and many examples from a variety of organizations. In addition to offering state-of-the-art descriptions of performance management needs …

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Presentation Skills (Management Shapers)

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This handbook helps the reader to prepare a well-targeted script with striking visuals, and to fine-tune their performance so that you can face an audience with confidence. It discusses: researching the audience to understand their needs; structuring the presentation to establish rapport, maintain interest and end with impact; assembling ideas into a logical, persuasive sequence …

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Inside DMS Automotive Dealer Management System

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Inside DMS – Automotive Dealer Management System, is a 360 degree tour de force of the intricate world of automotive retail and how that relates to automotive dealer management systems (DMS) today and especially the future. The book evolves around the fundamental and pressing issue of reforming how automotive retailers operate to how consumers are …

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Brand Growth Barriers: Identify, Understand, and Overcome Them (Management for Professionals)

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How can a brand – whether products or services, B2B or B2C, big or small – get back onto a growth track, even in economically difficult times? According to the two brand leadership experts Ralph Krüger and Andreas Stumpf, this can only be achieved by systematically overcoming growth barriers. In this book they present their …

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Luxury Talent Management: Leading and Managing a Luxury Brand

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When people wish to enter a specific industry they are rarely given the opportunity to understand how it functions, what sort of critical competencies are looked for, and how to build a career within this industry. The luxury industry is quite unique and has major differences with other brand–centered industries that one has to understand …

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Sales Management Demystified

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BUILD and manage a SALES FORCE that’s worth sell-ebratingUnderstanding that a sales force is only as successful as its management is the first step to improving overall sales performance. The rest can be found inside this hands-on guide that shows, step-by-step, how to train and retain a team of top sales professionals. Sales Management Demystified …

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The Best Damn Management Book Ever: 9 Keys to Creating Self-Motivated High Achievers

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A practical guidebook to managing a stellar staff of high-achieversThe Best Damn Management Book Ever teaches managers, executives, and business owners how to create a staff of self-motivated, confident, high-achieving, self-starters. Acclaimed author of The Best Damn Sales Book Ever, Warren Greshes draws from years of experience to offer practical, easy-to-implement steps explained through entertaining, …

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Sales Management

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A sales force is no better than its management—and Sales Management supplies the tools sales executives need to inspire their sales forces to increase productivity through improved customer service, equitable compensation plans, e-Commerce, sales force automation, and more. It explains how to make heroes out of a sales force by understanding and taking advantage of …

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Dalrymple’s Sales Management: Concepts and Cases

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Easily accessible, real-world and practical, Dalrymple’s Sales Management 10e by Cron and DeCarlo introduces the reader to the issues, strategies and relationships that relate to the job of managing an effective sales force. With a lively and engaging style, this book places emphasis on developing a sales force program and managing strategic account relationships. With additional …

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