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Brand Growth Barriers : Identify, Understand, and Overcome Them / / by Ralph Krüger, Andreas Stumpf
| Brand Growth Barriers : Identify, Understand, and Overcome Them / / by Ralph Krüger, Andreas Stumpf |
| Autore | Krüger Ralph |
| Edizione | [1st ed. 2013.] |
| Pubbl/distr/stampa | Berlin, Heidelberg : , : Springer Berlin Heidelberg : , : Imprint : Springer, , 2013 |
| Descrizione fisica | 1 online resource (148 p.) |
| Disciplina |
658.8/1
658.827 |
| Collana | Management for Professionals |
| Soggetto topico |
Marketing
Leadership Sales management Market research Organization Planning Business Strategy/Leadership Sales/Distribution Market Research/Competitive Intelligence |
| ISBN | 3-642-37108-6 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | The wonderful world of growing brands -- Requirements of growth-oriented brand management -- Identifying growth barriers -- Understanding growth barriers -- Overcoming growth barriers -- Planning, forecasting and monitoring growth -- Checklists and Questions. |
| Record Nr. | UNINA-9910438247903321 |
Krüger Ralph
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| Berlin, Heidelberg : , : Springer Berlin Heidelberg : , : Imprint : Springer, , 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
| The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners |
| Autore | Zoltners Andris A |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : AMACOM, c2001 |
| Descrizione fisica | 1 online resource (491 p.) |
| Disciplina | 658.8/1 |
| Altri autori (Persone) |
SinhaPrabhakant
ZoltnersGreggor A. <1964-> |
| Soggetto topico |
Sales management
Sales personnel |
| Soggetto genere / forma | Electronic books. |
| ISBN | 0-8144-2616-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910455192603321 |
|
Zoltners Andris A
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| New York, : AMACOM, c2001 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
| The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners |
| Autore | Zoltners Andris A |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : AMACOM, c2001 |
| Descrizione fisica | 1 online resource (491 p.) |
| Disciplina | 658.8/1 |
| Altri autori (Persone) |
SinhaPrabhakant
ZoltnersGreggor A. <1964-> |
| Soggetto topico |
Sales management
Sales personnel |
| ISBN | 0-8144-2616-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910778989603321 |
|
Zoltners Andris A
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||
| New York, : AMACOM, c2001 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
| The complete guide to accelerating sales force performance [[electronic resource] /] / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners |
| Autore | Zoltners Andris A |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : AMACOM, c2001 |
| Descrizione fisica | 1 online resource (491 p.) |
| Disciplina | 658.8/1 |
| Altri autori (Persone) |
SinhaPrabhakant
ZoltnersGreggor A. <1964-> |
| Soggetto topico |
Sales management
Sales personnel |
| ISBN | 0-8144-2616-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Intro -- Contents -- Preface -- The Role of the Sales Force in the Go- to- Market Strategy -- Sales Force Assessment and Strategy -- Sizing the Sales Force for Strategic Advantage -- Structuring the Sales Force for Strategic Advantage -- Designing Sales Territories That Increase Sales -- Recruiting the Best Salespeople -- Training the Sales Force -- The Critical Role of the First- Line Sales Manager -- Motivating the Sales Force -- Compensating for Results -- Setting Effective Goals and Objectives -- Precision Selling -- Using Technology to Assist the Sales Force in Customer Relationship Management -- Performance Management -- Building a Potent Sales Force Culture -- Index. |
| Record Nr. | UNINA-9910820385303321 |
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Zoltners Andris A
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| New York, : AMACOM, c2001 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Consultative selling
| Consultative selling |
| Autore | Hanan Mack |
| Pubbl/distr/stampa | [Place of publication not identified], : AMACOM, 1995 |
| Disciplina | 658.8/1 |
| Soggetto topico |
Selling - Key accounts
Selling Commerce Business & Economics Marketing & Sales |
| ISBN |
0-8144-0303-4
0-8144-0503-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910679448803321 |
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Hanan Mack
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| [Place of publication not identified], : AMACOM, 1995 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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From impossible to inevitable : how hyper-growth companies create predictable revenue / / Aaron Ross and Jason Lemkin
| From impossible to inevitable : how hyper-growth companies create predictable revenue / / Aaron Ross and Jason Lemkin |
| Autore | Ross Aaron <1971-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2016 |
| Descrizione fisica | 1 online resource |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Strategic planning Success in business |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-119-16672-1 |
| Classificazione | BUS058000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910460571803321 |
|
Ross Aaron <1971->
|
||
| Hoboken, New Jersey : , : Wiley, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
From impossible to inevitable : how hyper-growth companies create predictable revenue / / Aaron Ross and Jason Lemkin
| From impossible to inevitable : how hyper-growth companies create predictable revenue / / Aaron Ross and Jason Lemkin |
| Autore | Ross Aaron <1971-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2016 |
| Descrizione fisica | 1 online resource |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Strategic planning Success in business |
| ISBN | 1-119-16672-1 |
| Classificazione | BUS058000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Machine generated contents note: Preface: Systematizing Success Lessons from the world's fastest growing companies PART 1: NAIL A NICHE Chapter 1: "NICHE" DOESN'T MEAN SMALL ARE YOU SURE YOU'RE READY TO GROW FASTER? HOW TO KNOW IF YOU'VE NAILED A NICHE ACHIEVE WORLD DOMINATION ONE NICHE AT A TIME THE ARC OF ATTENTION Chapter 2: SIGNS OF SLOGGING ARE YOU A NICE-TO-HAVE? BIG COMPANIES SUFFER TOO WHERE AARON WENT WRONG YOUR CURRENT STRENGTH CAN BE A FUTURE WEAKNESS Chapter 3: HOW TO NAIL IT WHERE CAN YOU BE A BIG FISH IN A SMALL POND? WORK THROUGH THE NICHE MATRIX HOW AVANOO NAILED IT JASON'S 20-INTERVIEW RULE Chapter 4: YOUR PITCH IF YOU WERE A RADIO STATION, WOULD ANYONE TUNE IN? ELEVATOR PITCHES ARE ALWAYS FRUSTRATING THEY DON'T CARE ABOUT "YOU": 3 SIMPLE QUESTIONS PART TWO: CREATE PREDICTABLE PIPELINE INTRODUCTION: LEAD GENERATION ABSOLVES MANY SINS Chapter 5: SEEDS - CUSTOMER SUCCESS HOW TO GROW SEEDS PREDICTABLY CASE STUDY: HOW GILD DROPPED MONTHLY CHURN FROM 4% TO 1% CASE STUDY: CUSTOMER SERVICE EXCELLENCE AT TOPCON Chapter 6: NETS - INBOUND MARKETING THE FORCING FUNCTION YOUR MARKETING LEADER NEEDS: A "LEAD COMMIT" CORPORATE MARKETING VS. DEMAND GENERATION CASE STUDY: ZENEFITS FROM $1 MILLION TO $100 MILLION IN TWO YEARS INBOUND MARKETING: A 4-POINT PRIMER HEROIC MARKETING: WHEN YOU HAVE NO MONEY AND LITTLE TIME Chapter 7: SPEARS - OUTBOUND PROSPECTING WHERE OUTBOUND WORKS BEST - AND WHERE IT FAILS OUTBOUND LESSONS LEARNED SINCE PREDICTABLE REVENUE WAS PUBLISHED CASE STUDY: ZENEFITS' OUTBOUND LESSONS ACQUIA: OUTBOUND'S ROLE IN A $100 MILLION TRAJECTORY GUIDESPARK: FROM ZERO TO $10 MILLION WITH OUTBOUND TAPSTREAM: STARTING FROM SCRATCH CHAPTER X: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE CHAPTER 8: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE PART 3: MAKE SALES SCALABLE Chapter 9: LEARN FROM OUR MISTAKES GROWTH CREATES MORE PROBLEMS THAN IT SOLVES -BUT THEY ARE BETTER PROBLEMS JASON'S TOP 12 MISTAKES IN BUILDING SALES TEAMS ADVICE FROM THE VP SALES BEHIND LINKEDIN AND ECHOSIGN Chapter 10: SPECIALIZATION: YOUR #1 SALES MULTIPLIER WHY SALESPEOPLE SHOULDN'T PROSPECT CASE STUDY: HOW CLIO RESTRUCTURED SALES IN 3 MONTHS CAN YOU BE TOO SMALL, OR TOO BIG, TO SPECIALIZE? SPECIALIZATION: TWO COMMON OBJECTIONS SPECIALIZATION SNAPSHOT AT ACQUIA CHAPTER 11: HIRING BEST PRACTICES FOR SALES SIMPLE HIRING TRICKS WHEN DOING SOMETHING NEW, START WITH TWO CHAPTER 12: HIRING BEST PRACTICES FOR SALES SIMPLE HIRING TRICKS WHEN DOING SOMETHING NEW, START WITH TWO THE $100M HUBSPOT SALES MACHINE: RECRUITING AND COACHING ESSENTIALS CASE STUDY: HOW TO CUT DOWN ON WASTED INTERVIEWING TIME CHAPTER 13: SCALING THE SALES TEAM IF YOU'RE CHURNING MORE THAN 10% OF YOUR SALESPEOPLE, THEY AREN'T THE PROBLEM ZENEFITS CASE STUDY: SCALING SALES FROM 2 TO 350 REPS PUT NON-SALES LEADERS ON VARIABLE COMP PLANS, TOO TRUTH = MONEY PIPELINE DEFICIT DISORDER ARE YOUR ENTERPRISE DEALS TAKING FOREVER? FIVE KEY SALES METRICS (WITH A TWIST) Chapter 14: FOR STARTUPS ONLY EVERY TECH PRODUCT SHOULD HAVE A SERVICE OPTION WHAT JASON INVESTS IN + DO YOU NEED TO RAISE MONEY TO SCALE? WHAT THE HEADCOUNT OF A 100-PERSON SAAS COMPANY LOOKS LIKE PART 4: DOUBLE YOUR DEALSIZE Painful Truth: It's hard to build a big business out of small deals. Chapter 15: DEALSIZE MATH WHAT JASON LEARNED: YOU NEED 50 MILLION USERS TO MAKE FREEMIUM WORK SMALL DEALS GET YOU STARTED, BIG DEALS DRIVE GROWTH CHAPTER 16: NOT TOO BIG, NOT TOO SMALL When you can't turn small deals into big ones IF YOU HAVE CUSTOMERS OF ALL SIZES Chapter 17: GOING UPMARKET IF YOU DON'T WANT SALESPEOPLE ADD ANOTHER TOP PRICING TIER PRICING IS ALWAYS A PAIN GOING FORTUNE 1000: BY MARK CRANNEY PART 5: Do The Time Chapter 18: EMBRACE FRUSTRATION ARE YOU SURE YOU'RE READY FOR THIS? EVERYONE HAS A YEAR OF HELL COMFORT IS THE ENEMY OF GROWTH REACHING ESCAPE VELOCITY Chapter 19: SUCCESS ISN'T A STRAIGHT LINE THE ANXIETY ECONOMY & ENTREPRENEUR DEPRESSION MARK SUSTER'S QUESTION: "SHOULD YOU LEARN OR EARN?" WHEN A STRAIGHT LINE ISN'T THE SHORTEST PATH TO SUCCESS CHANGE YOUR WORLD, NOT THE WORLD PART 6: EMBRACE EMPLOYEE OWNERSHIP Chapter 20: A REALITY CHECK DEAR EXECUTIVES (FROM EMPLOYEE) DEAR EMPLOYEE (FROM EXECUTIVES) PS: "DEAR SENIOR EXECUTIVES, DON'T GET LEFT BEHIND" (FROM CEO AND BOARD) ARE YOUR PEOPLE RENTING, OR OWNING? Chapter 21: FOR EXECUTIVES: CREATE FUNCTIONAL OWNERSHIP A SIMPLE SURVEY "NO SURPRISES" FUNCTIONAL OWNERSHIP CASE STUDY: HOW STRUGGLING TEAM TURNED INTO A SELF-MANAGING SUCCESS To Turn Things Around Chapter 22: TAKING OWNERSHIP TO THE NEXT LEVEL FINANCIAL OWNERSHIP MOVE PEOPLE AROUND THE 4 TYPES OF EMPLOYEES PART 7: DEFINE YOUR DESTINY Chapter 23: ARE YOU ABDICATING YOUR OPPORTUNITY? YOUR OPPORTUNITY IS BIGGER THAN YOU REALIZE HOW TO EXPAND YOUR OPPORTUNITY AT WORK YOU NEED SOME HUMDRUM PASSIONS YOUR COMPANY ISN'T YOUR MOMMY OR DADDY BACK TO FORCING FUNCTIONS: HOW TO MOTIVATE YOURSELF TO DO THINGS YOU DON'T FEEL LIKE DOING SALES IS A LIFE SKILL SALES IS A MULTI-STEP PROCESS Chapter 24: COMBINING MONEY AND MEANING MEANING GONE WRONG WHAT'S YOUR UNIQUE GENIUS? IGNORING REAL LIFE DOESN'T MAKE IT GO AWAY AARON: HOW THE HELL DO YOU JUGGLE 9+ KIDS AND WORK? . |
| Record Nr. | UNINA-9910797907403321 |
|
Ross Aaron <1971->
|
||
| Hoboken, New Jersey : , : Wiley, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
From impossible to inevitable : how hyper-growth companies create predictable revenue / / Aaron Ross and Jason Lemkin
| From impossible to inevitable : how hyper-growth companies create predictable revenue / / Aaron Ross and Jason Lemkin |
| Autore | Ross Aaron <1971-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2016 |
| Descrizione fisica | 1 online resource |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Strategic planning Success in business |
| ISBN | 1-119-16672-1 |
| Classificazione | BUS058000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Machine generated contents note: Preface: Systematizing Success Lessons from the world's fastest growing companies PART 1: NAIL A NICHE Chapter 1: "NICHE" DOESN'T MEAN SMALL ARE YOU SURE YOU'RE READY TO GROW FASTER? HOW TO KNOW IF YOU'VE NAILED A NICHE ACHIEVE WORLD DOMINATION ONE NICHE AT A TIME THE ARC OF ATTENTION Chapter 2: SIGNS OF SLOGGING ARE YOU A NICE-TO-HAVE? BIG COMPANIES SUFFER TOO WHERE AARON WENT WRONG YOUR CURRENT STRENGTH CAN BE A FUTURE WEAKNESS Chapter 3: HOW TO NAIL IT WHERE CAN YOU BE A BIG FISH IN A SMALL POND? WORK THROUGH THE NICHE MATRIX HOW AVANOO NAILED IT JASON'S 20-INTERVIEW RULE Chapter 4: YOUR PITCH IF YOU WERE A RADIO STATION, WOULD ANYONE TUNE IN? ELEVATOR PITCHES ARE ALWAYS FRUSTRATING THEY DON'T CARE ABOUT "YOU": 3 SIMPLE QUESTIONS PART TWO: CREATE PREDICTABLE PIPELINE INTRODUCTION: LEAD GENERATION ABSOLVES MANY SINS Chapter 5: SEEDS - CUSTOMER SUCCESS HOW TO GROW SEEDS PREDICTABLY CASE STUDY: HOW GILD DROPPED MONTHLY CHURN FROM 4% TO 1% CASE STUDY: CUSTOMER SERVICE EXCELLENCE AT TOPCON Chapter 6: NETS - INBOUND MARKETING THE FORCING FUNCTION YOUR MARKETING LEADER NEEDS: A "LEAD COMMIT" CORPORATE MARKETING VS. DEMAND GENERATION CASE STUDY: ZENEFITS FROM $1 MILLION TO $100 MILLION IN TWO YEARS INBOUND MARKETING: A 4-POINT PRIMER HEROIC MARKETING: WHEN YOU HAVE NO MONEY AND LITTLE TIME Chapter 7: SPEARS - OUTBOUND PROSPECTING WHERE OUTBOUND WORKS BEST - AND WHERE IT FAILS OUTBOUND LESSONS LEARNED SINCE PREDICTABLE REVENUE WAS PUBLISHED CASE STUDY: ZENEFITS' OUTBOUND LESSONS ACQUIA: OUTBOUND'S ROLE IN A $100 MILLION TRAJECTORY GUIDESPARK: FROM ZERO TO $10 MILLION WITH OUTBOUND TAPSTREAM: STARTING FROM SCRATCH CHAPTER X: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE CHAPTER 8: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE PART 3: MAKE SALES SCALABLE Chapter 9: LEARN FROM OUR MISTAKES GROWTH CREATES MORE PROBLEMS THAN IT SOLVES -BUT THEY ARE BETTER PROBLEMS JASON'S TOP 12 MISTAKES IN BUILDING SALES TEAMS ADVICE FROM THE VP SALES BEHIND LINKEDIN AND ECHOSIGN Chapter 10: SPECIALIZATION: YOUR #1 SALES MULTIPLIER WHY SALESPEOPLE SHOULDN'T PROSPECT CASE STUDY: HOW CLIO RESTRUCTURED SALES IN 3 MONTHS CAN YOU BE TOO SMALL, OR TOO BIG, TO SPECIALIZE? SPECIALIZATION: TWO COMMON OBJECTIONS SPECIALIZATION SNAPSHOT AT ACQUIA CHAPTER 11: HIRING BEST PRACTICES FOR SALES SIMPLE HIRING TRICKS WHEN DOING SOMETHING NEW, START WITH TWO CHAPTER 12: HIRING BEST PRACTICES FOR SALES SIMPLE HIRING TRICKS WHEN DOING SOMETHING NEW, START WITH TWO THE $100M HUBSPOT SALES MACHINE: RECRUITING AND COACHING ESSENTIALS CASE STUDY: HOW TO CUT DOWN ON WASTED INTERVIEWING TIME CHAPTER 13: SCALING THE SALES TEAM IF YOU'RE CHURNING MORE THAN 10% OF YOUR SALESPEOPLE, THEY AREN'T THE PROBLEM ZENEFITS CASE STUDY: SCALING SALES FROM 2 TO 350 REPS PUT NON-SALES LEADERS ON VARIABLE COMP PLANS, TOO TRUTH = MONEY PIPELINE DEFICIT DISORDER ARE YOUR ENTERPRISE DEALS TAKING FOREVER? FIVE KEY SALES METRICS (WITH A TWIST) Chapter 14: FOR STARTUPS ONLY EVERY TECH PRODUCT SHOULD HAVE A SERVICE OPTION WHAT JASON INVESTS IN + DO YOU NEED TO RAISE MONEY TO SCALE? WHAT THE HEADCOUNT OF A 100-PERSON SAAS COMPANY LOOKS LIKE PART 4: DOUBLE YOUR DEALSIZE Painful Truth: It's hard to build a big business out of small deals. Chapter 15: DEALSIZE MATH WHAT JASON LEARNED: YOU NEED 50 MILLION USERS TO MAKE FREEMIUM WORK SMALL DEALS GET YOU STARTED, BIG DEALS DRIVE GROWTH CHAPTER 16: NOT TOO BIG, NOT TOO SMALL When you can't turn small deals into big ones IF YOU HAVE CUSTOMERS OF ALL SIZES Chapter 17: GOING UPMARKET IF YOU DON'T WANT SALESPEOPLE ADD ANOTHER TOP PRICING TIER PRICING IS ALWAYS A PAIN GOING FORTUNE 1000: BY MARK CRANNEY PART 5: Do The Time Chapter 18: EMBRACE FRUSTRATION ARE YOU SURE YOU'RE READY FOR THIS? EVERYONE HAS A YEAR OF HELL COMFORT IS THE ENEMY OF GROWTH REACHING ESCAPE VELOCITY Chapter 19: SUCCESS ISN'T A STRAIGHT LINE THE ANXIETY ECONOMY & ENTREPRENEUR DEPRESSION MARK SUSTER'S QUESTION: "SHOULD YOU LEARN OR EARN?" WHEN A STRAIGHT LINE ISN'T THE SHORTEST PATH TO SUCCESS CHANGE YOUR WORLD, NOT THE WORLD PART 6: EMBRACE EMPLOYEE OWNERSHIP Chapter 20: A REALITY CHECK DEAR EXECUTIVES (FROM EMPLOYEE) DEAR EMPLOYEE (FROM EXECUTIVES) PS: "DEAR SENIOR EXECUTIVES, DON'T GET LEFT BEHIND" (FROM CEO AND BOARD) ARE YOUR PEOPLE RENTING, OR OWNING? Chapter 21: FOR EXECUTIVES: CREATE FUNCTIONAL OWNERSHIP A SIMPLE SURVEY "NO SURPRISES" FUNCTIONAL OWNERSHIP CASE STUDY: HOW STRUGGLING TEAM TURNED INTO A SELF-MANAGING SUCCESS To Turn Things Around Chapter 22: TAKING OWNERSHIP TO THE NEXT LEVEL FINANCIAL OWNERSHIP MOVE PEOPLE AROUND THE 4 TYPES OF EMPLOYEES PART 7: DEFINE YOUR DESTINY Chapter 23: ARE YOU ABDICATING YOUR OPPORTUNITY? YOUR OPPORTUNITY IS BIGGER THAN YOU REALIZE HOW TO EXPAND YOUR OPPORTUNITY AT WORK YOU NEED SOME HUMDRUM PASSIONS YOUR COMPANY ISN'T YOUR MOMMY OR DADDY BACK TO FORCING FUNCTIONS: HOW TO MOTIVATE YOURSELF TO DO THINGS YOU DON'T FEEL LIKE DOING SALES IS A LIFE SKILL SALES IS A MULTI-STEP PROCESS Chapter 24: COMBINING MONEY AND MEANING MEANING GONE WRONG WHAT'S YOUR UNIQUE GENIUS? IGNORING REAL LIFE DOESN'T MAKE IT GO AWAY AARON: HOW THE HELL DO YOU JUGGLE 9+ KIDS AND WORK? . |
| Record Nr. | UNINA-9910818519903321 |
|
Ross Aaron <1971->
|
||
| Hoboken, New Jersey : , : Wiley, , 2016 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Fundamentals of sales management for the newly appointed sales manager / / Matthew Schwartz
| Fundamentals of sales management for the newly appointed sales manager / / Matthew Schwartz |
| Autore | Schwartz Matthew <1969-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York : , : AMACOM, , [2006] |
| Descrizione fisica | 1 online resource (225 p.) |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Management |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-281-12647-0
9786611126476 0-8144-2939-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Chapter 1. Transitioning to Sales Management: New Responsibilities and Expectations; Going from ''Selling'' to ''Managing''; Understanding the Current Sales Culture; Understanding who is on the Current Team; The Challenges of Being on Two Teams at Once; Embracing Change; The Big Picture-Short- and Long-Term; What's Next?; Chapter 2. It's All About Communication; Listening Skills; The Theory Behind Communication Styles; The Origins of DISC Theory; The Four-Quadrant System; How Roles and Situations Affect your Style
Working with People with Different StylesStrategies for Improving Communications; Running an Effective Meeting; Presentation Skills; Chapter 3. Sales Planning: Setting the Direction for the Sales Team; Aligning the Corporate Strategy with the Sales Team; Where Sales Fits in the Corporate Structure; The Customer-Centric Organization; Marketing's Relationship to Sales; Creating a Plan; Characteristics of a Good Plan; Continuous Planning; Assessing the Business; Chapter 4. Time Management, Territory Planning, and Sales Forecasting; Time Management; The Art of Delegating; Sales Territory Planning Chapter 5. Recruiting, Interviewing, and Hiring the Very BestEnhancing your Current Team; Developing Specific Criteria for the Selection Process; Optimal Sources for Recruiting; The Number one Rule in Recruiting: Constantly Recruit; Ensuring a Positive Interview Process; The Written Offer; Firing is Inevitable; Chapter 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards; Classical Motivation Theory; Sales Compensation and Incentives Planning; Benefits and the Total Compensation Package; Nonfinancial Incentives-Rewards and Recognition Chapter 7. Training, Coaching, and Counseling: When and how to Apply EachMethods of Training Based on Learning Styles; The Core Concepts of Reinforcement; The Development of Winners; Coaching and Counseling; Goal-Setting Sessions; Chapter 8.Stepping up to be a True Leader; The Characteristics of a Team; Matching your Team with your Customer's Team; The Evolution of a Team; Time to Lead; Index |
| Record Nr. | UNINA-9910458109703321 |
|
Schwartz Matthew <1969->
|
||
| New York : , : AMACOM, , [2006] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Fundamentals of sales management for the newly appointed sales manager / / Matthew Schwartz
| Fundamentals of sales management for the newly appointed sales manager / / Matthew Schwartz |
| Autore | Schwartz Matthew <1969-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York : , : AMACOM, , [2006] |
| Descrizione fisica | 1 online resource (225 p.) |
| Disciplina | 658.8/1 |
| Soggetto topico |
Sales management
Management |
| ISBN |
1-281-12647-0
9786611126476 0-8144-2939-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Chapter 1. Transitioning to Sales Management: New Responsibilities and Expectations; Going from ''Selling'' to ''Managing''; Understanding the Current Sales Culture; Understanding who is on the Current Team; The Challenges of Being on Two Teams at Once; Embracing Change; The Big Picture-Short- and Long-Term; What's Next?; Chapter 2. It's All About Communication; Listening Skills; The Theory Behind Communication Styles; The Origins of DISC Theory; The Four-Quadrant System; How Roles and Situations Affect your Style
Working with People with Different StylesStrategies for Improving Communications; Running an Effective Meeting; Presentation Skills; Chapter 3. Sales Planning: Setting the Direction for the Sales Team; Aligning the Corporate Strategy with the Sales Team; Where Sales Fits in the Corporate Structure; The Customer-Centric Organization; Marketing's Relationship to Sales; Creating a Plan; Characteristics of a Good Plan; Continuous Planning; Assessing the Business; Chapter 4. Time Management, Territory Planning, and Sales Forecasting; Time Management; The Art of Delegating; Sales Territory Planning Chapter 5. Recruiting, Interviewing, and Hiring the Very BestEnhancing your Current Team; Developing Specific Criteria for the Selection Process; Optimal Sources for Recruiting; The Number one Rule in Recruiting: Constantly Recruit; Ensuring a Positive Interview Process; The Written Offer; Firing is Inevitable; Chapter 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards; Classical Motivation Theory; Sales Compensation and Incentives Planning; Benefits and the Total Compensation Package; Nonfinancial Incentives-Rewards and Recognition Chapter 7. Training, Coaching, and Counseling: When and how to Apply EachMethods of Training Based on Learning Styles; The Core Concepts of Reinforcement; The Development of Winners; Coaching and Counseling; Goal-Setting Sessions; Chapter 8.Stepping up to be a True Leader; The Characteristics of a Team; Matching your Team with your Customer's Team; The Evolution of a Team; Time to Lead; Index |
| Record Nr. | UNINA-9910784537103321 |
|
Schwartz Matthew <1969->
|
||
| New York : , : AMACOM, , [2006] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
