Tag: Sales.

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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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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Dimensional Selling: Using the Breakthrough Q4 Approach to Close More Sales

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A powerful, behavioral-based approach to closing sales Called dimensional selling, the Q4 model evaluates customers’ specific behavioral patterns. It enables sales professionals to tailor presentations to personality traits, thereby forging strong bonds of trust and enduring relationships with customers. Psychologists Victor Buzzotta and Robert Lefton present this proven sales approach based on behavioral science that …

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The Sales Manager’s Desktop Guide (Desktop Guide series)

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This comprehensive, practical guide covers all aspects of the sales manager’s role. With innovative ideas and written in a clear, practical style, this book covers: leadership; business planning; recruitment; sales models and tools; motivation; selling through dealers and channel. Sale Price: $43.90 Read More [WPAmazonProfits_Reviews]

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The Sales Star: A Real World Story of Sales Success (Approved)

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The companion guide to Buyer-Approved Selling that reads like a novel! This entertaining, informative book is based on the experiences of real sales professionals who have jump-started their careers with Buyer-Approved methods. Follow the adventures of Jack and Morena, two rookie sales reps, as they try to navigate the formidable world of corporate sales. Watch …

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Superstar Sales: A 31-Day Plan to Motivate People, Build Rapport, and Close More Sales

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Do you want to be more successful? Achieve record breaking sales? Make more money right now?Are you committed to learning more about your customers and improving your skills and approach to helping them?Salespeople are some of the least trusted professionals of any career. That’s an opportunity for you! By using this book as your guide, …

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Productive Sales Calling Strategies: Pinpoint Sales Skill Development

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Productive Sales Calling Strategies presents tactics, strategies and techniques to increase the effectiveness of sales calls. It helps sales people to increase their effectiveness and performance when making sales calls to increase sales.Sales people are instructed how to utilize effective strategies and techniques to adequately plan and prepare and structure their sales calls, incorporating specific …

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Concurrent Marketing: Integrating Product, Sales, and Service

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Concurrent Marketing examines certain “key interfaces” that exist between sales, marketing, and customer service. Shows how the field sales force serves as a crucial link in organizing and implementing marketing efforts, examines issues that can impede effective integration of the three groups, and provides specific examples of how different companies address these issues as they …

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Perspectives on Increasing Sales

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Who’s the real sales expert: the salesperson or the consumer? Each has a different approach to effective sales and what will really move the consumer to take action. Each approaches buying and selling from a different angle – a different perspective – and without understanding both points of view, the picture is never fully complete. …

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Strategic Sales Presentations

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When your big moment comes, will you be ready? Strategic sales presentations, those given to high level decision makers at the crucial time in the sales process, are the most highly leveraged activities in sales—and those that most sales professionals are least prepared for. Strategic Sales Presentations prepares you for the presentations that could make …

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