Results 251 to 260 of about 124,987 (307)
Journal of Marketing, 1957 A revision of Sales management, by Herman C. Nolen and Harold H.
Eugene J. Kelley +2 more
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2023
Sales are the lifeblood of the business world and therefore an area of fundamental importance for scholarly research. This concise book analyses current thoughts and emerging practices in sales management research. Organisations who are looking to increase revenues and add new customers to their portfolio will find it increasingly difficult to ...
Kenneth Le Meunier-FitzHugh +1 more
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Sales are the lifeblood of the business world and therefore an area of fundamental importance for scholarly research. This concise book analyses current thoughts and emerging practices in sales management research. Organisations who are looking to increase revenues and add new customers to their portfolio will find it increasingly difficult to ...
Kenneth Le Meunier-FitzHugh +1 more
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2018
In a fast-moving era of increased international competition, frontier markets must devise innovative ways to meet demanding sales targets and maintain profitability. These efforts will only succeed when local businesses abandon the concept of sales as a checklist of persuasive arguments that lead a customer to make a purchase and accept that building ...
Robert E. Hinson +2 more
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In a fast-moving era of increased international competition, frontier markets must devise innovative ways to meet demanding sales targets and maintain profitability. These efforts will only succeed when local businesses abandon the concept of sales as a checklist of persuasive arguments that lead a customer to make a purchase and accept that building ...
Robert E. Hinson +2 more
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2009
In many sales teams we still encounter the classic image of a salesperson: individual, headstrong, intuitive and difficult to control. At various points in this book we have remarked that this picture is one of unprofessional sales. Sales and salespeople can and must be controlled and managed, whether the individuals concerned like this or not.
Holger Dannenberg, Dirk Zupancic
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In many sales teams we still encounter the classic image of a salesperson: individual, headstrong, intuitive and difficult to control. At various points in this book we have remarked that this picture is one of unprofessional sales. Sales and salespeople can and must be controlled and managed, whether the individuals concerned like this or not.
Holger Dannenberg, Dirk Zupancic
openaire +1 more source
2011
Il capitolo presenta il ruolo dei venditori nei processi di marketing e propone un modello di gestione in ambito ...
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Il capitolo presenta il ruolo dei venditori nei processi di marketing e propone un modello di gestione in ambito ...
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Leaders in Sales and Sales Management
Journal of Personal Selling & Sales Management, 1981Donald W. Jackson +2 more
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Journal of Personal Selling & Sales Management, 1991
A survey of 186 sales managers and executives revealed that in setting sales quotas, factors such as the sales territory and the support provided by the manager were considered more important than the past performance of the sales representative. As would be expected, in an inspection of general opinions about sales quotas, the managers demonstrated a ...
David J. Good, Robert W. Stone
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A survey of 186 sales managers and executives revealed that in setting sales quotas, factors such as the sales territory and the support provided by the manager were considered more important than the past performance of the sales representative. As would be expected, in an inspection of general opinions about sales quotas, the managers demonstrated a ...
David J. Good, Robert W. Stone
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Crisis Management for Sales Force Managers
Journal of Professional Services Marketing, 1997(1997). Crisis Management for Sales Force Managers. Journal of Professional Services Marketing: Vol. 15, No. 2, pp. 87-103.
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Strategies for sales force management
Journal of the Academy of Marketing Science, 1975Far too few companies with a personal selling force utilize a scientific framework to aid in solving their tactical selling problems. While this approach is used somewhat in other functional areas of the business, personal selling is by-passed. The purpose of this article is to investigate the major decision-making areas a sales manager must act upon ...
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