| Autore |
Yemm Graham
|
| Edizione | [1st ed.] |
| Pubbl/distr/stampa |
Harlow, England : , : Pearson, , [2013]
|
| Descrizione fisica |
1 online resource (xix, 228 pages) : illustrations
|
| Disciplina |
658.8/1
|
| Soggetto topico |
Selling
Sales management
|
| ISBN |
0-273-79293-8
0-273-79292-X
|
| Formato |
Materiale a stampa  |
| Livello bibliografico |
Monografia |
| Lingua di pubblicazione |
eng
|
| Nota di contenuto |
Cover -- Contents -- About the author -- Acknowledgements -- Introduction -- Part 1: Fundamentals for selling -- What is selling and what type is right for the organisation? -- Knowledge, skills and attitudes for success -- Managing time effectively -- The first steps - finding potential customers -- Why people buy -- Part 2: Starting the sale -- Pre-call preparation -- Who to talk to -- Creating the right first impression -- Establishing the relationship -- Learn more by listening -- Part 3: Making the sale -- Questions are your friend -- It's not what it is, it's what it does -- Present your sales case -- Handling barriers to the sale -- Getting commitment -- Part 4: Setting the sales strategy -- The fit between the business strategy, marketing and sales -- Setting the strategic direction -- Identifying your sales structure -- The cost effectiveness of your sales function -- Interactions with other functions -- Part 5: Managing the sales operation -- Setting goals for your sales people -- Identifying the right sales process -- Using the sales process to deliver results -- Establishing standards of performance -- The monitoring and control system -- Part 6: Managing sales people -- Recruiting the right sales people -- Remuneration and rewards -- Establishing your expectations -- Inductions and bringing new people on -- Communicating with your team -- Part 7: Managing and growing performance -- The need for leadership -- Coaching to develop performance -- Motivating your team -- Reviewing sales performance -- Dealing with underperformers -- Conclusion - pulling it all together -- Index.
|
| Record Nr. | UNINA-9910151658203321 |
Info
The Financial Times essential guide to leading your team : how to set goals, measure performance and reward talent / / Graham Yemm
