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Biblioteca

MARC Lista (tabellare)
The American salesman
The American salesman
Pubbl/distr/stampa Burlington, Iowa, : National Research Bureau
Descrizione fisica 1 online resource
Disciplina 658.805
Soggetto topico Selling
Sales personnel
Soggetto genere / forma Periodicals.
Formato Materiale a stampa
Livello bibliografico Periodico
Lingua di pubblicazione eng
Record Nr. UNINA-9910339575203321
Burlington, Iowa, : National Research Bureau
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
The American salesman
The American salesman
Pubbl/distr/stampa Burlington, Iowa, : National Research Bureau
Descrizione fisica 1 online resource
Disciplina 658.805
Soggetto topico Selling
Sales personnel
Soggetto genere / forma Periodicals.
Formato Materiale a stampa
Livello bibliografico Periodico
Lingua di pubblicazione eng
Record Nr. UNISA-996215970903316
Burlington, Iowa, : National Research Bureau
Materiale a stampa
Lo trovi qui: Univ. di Salerno
Opac: Controlla la disponibilità qui
Building a winning sales force [[electronic resource] ] : powerful strategies for driving high performance / / Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Building a winning sales force [[electronic resource] ] : powerful strategies for driving high performance / / Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Autore Zoltners Andris A
Pubbl/distr/stampa New York, : AMACOM, c2009
Descrizione fisica 1 online resource (497 p.)
Disciplina 658.8
658.8/102
658.8102
Altri autori (Persone) LorimerSally E
SinhaPrabhakant
Soggetto topico Sales management
Sales personnel
Soggetto genere / forma Electronic books.
ISBN 1-282-03263-1
9786612032639
0-8144-1042-1
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Contents; PART 1 A Blueprint for Sales Force Excellence; PART 2 Improving the Top Sales Effectiveness Drivers; PART 3 Addressing Common and Challenging Sales Management Issues; Index
Record Nr. UNINA-9910454268703321
Zoltners Andris A  
New York, : AMACOM, c2009
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Building a winning sales force : powerful strategies for driving high performance / / Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Building a winning sales force : powerful strategies for driving high performance / / Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Autore Zoltners Andris A
Edizione [1st ed.]
Pubbl/distr/stampa New York, : AMACOM, c2009
Descrizione fisica 1 online resource (497 p.)
Disciplina 658.8
658.8/102
658.8102
Altri autori (Persone) LorimerSally E
SinhaPrabhakant
Soggetto topico Sales management
Sales personnel
ISBN 1-282-03263-1
9786612032639
0-8144-1042-1
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Contents; PART 1 A Blueprint for Sales Force Excellence; PART 2 Improving the Top Sales Effectiveness Drivers; PART 3 Addressing Common and Challenging Sales Management Issues; Index
Record Nr. UNINA-9910650880903321
Zoltners Andris A  
New York, : AMACOM, c2009
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
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  
New York, : AMACOM, c2001
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
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  
New York, : AMACOM, c2001
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
The complete guide to accelerating sales force performance / / Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
The complete guide to accelerating sales force performance / / 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
Zoltners Andris A  
New York, : AMACOM, c2001
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
The new power base selling [[electronic resource] ] : master the politics, create unexpected value and higher margins, and outsmart the competition / / Jim Holden, Ryan Kubacki
The new power base selling [[electronic resource] ] : master the politics, create unexpected value and higher margins, and outsmart the competition / / Jim Holden, Ryan Kubacki
Autore Holden Jim <1948->
Edizione [1st edition]
Pubbl/distr/stampa Hoboken, N.J., : Wiley, 2012
Descrizione fisica 1 online resource (256 p.)
Disciplina 658.85
Altri autori (Persone) KubackiRyan <1973->
HoldenJim <1948->
Soggetto topico Sales personnel
Sales management
Selling
Competition
Soggetto genere / forma Electronic books.
ISBN 1-280-59055-6
9786613620385
1-118-22862-6
Classificazione BUS058000
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto The New Power Base Selling: Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition; Contents; Foreword; Acknowledgments; Part 1: Sales as a Management Science; Chapter 1: Seeing the Invisible; Selling Skills Are Not Enough; Good Products Are Not Enough; The Relevance Revolution; Seeing the Road Forward to Success; Chapter 2: The MBA of Selling; The Holden Four Stage Model; Four Stages of Sales Proficiency; Intent; Focus; Relationship; Value; Knowledge; Progressing to Higher Stages; Not All Competencies are Born Equal; Part 2: Politics
Chapter 3: Influence and AuthorityPolitical Competition is Healthy; Power Struggles versus Power Plays; The Political Structure; Influence and Authority; No Influence, but Authority; No Influence, No Authority; Influence without Authority; Influence Is Constantly Changing; Degrees of Influence; Chapter 4: Foxes: The Heart of the Power Base; A Fox in Action; The Organization Comes First; Manage the Environment; Survival; Fox Footprints; Integrity; People-Oriented; Risk Assumption; The Emerging Fox; Chapter 5: Power Base Types and Implications; Three Types of Power Bases
The Enterprise Power BaseThe Business Unit Power Base; The Situational Power Base; Mapping the Power Base; Power Base Implications for Sellers; Chapter 6: Fox Hunting and Power Base Mapping; Fox Hunting Intelligence Gathering; Customer Research-What Information Can You Gather in 30 Minutes?; Astute Observations-Knowing What to Look For; Good Questions-How to Ask the Right Ones; Political Revelations; Chapter 7: Gaining Political Advantage; The Power Base Principle; Gaining Political Advantage; Personal Motivators; Uncovering and Advancing Personal Motivators
Building Influential RelationshipsAssessing Relationship Type; Creating a Support Base Map; Political Implications; Part 3: Unexpected Value; Chapter 8: Moving Up the Sales Value Chain; Moving North; Expanding the Sales Value Chain; Expected versus Unexpected Value; Chapter 9: Building Expressions of Customer Value; Value Relevance; Executive Value; Management Value; Operations Value; Value Expressions; Value Statements; Testing Value Statements; The Value Proposition; Step 1: Value Identification; Step 2: Value Quantification; Step 3: Value Proposition
Moving Up the Sales Value Chain to Include Political ValueChapter 10: Creating Demand to Displace Competitors; Creating Demand Significance; Leveraging Creating Demand to Penetrate Accounts; Step 1: Determine the Entry Point; Political Connectivity; Business Significance; Business Impact; Supplier Return; Step 2: Craft Your Value Message; Step 3: Gain Access; Step 4: Conduct a Meeting; Engaging with Advanced Communicators; Executive Meeting Checklist; Step 5: Build Your Support Base Map; Step 6: Move Upstream; Step 7: Complete the Triathlon; Penetrating Competitively Held Accounts
Part 4: Strategy
Record Nr. UNINA-9910461617603321
Holden Jim <1948->  
Hoboken, N.J., : Wiley, 2012
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
The new power base selling [[electronic resource] ] : master the politics, create unexpected value and higher margins, and outsmart the competition / / Jim Holden, Ryan Kubacki
The new power base selling [[electronic resource] ] : master the politics, create unexpected value and higher margins, and outsmart the competition / / Jim Holden, Ryan Kubacki
Autore Holden Jim <1948->
Edizione [1st edition]
Pubbl/distr/stampa Hoboken, N.J., : Wiley, 2012
Descrizione fisica 1 online resource (256 p.)
Disciplina 658.85
Altri autori (Persone) KubackiRyan <1973->
HoldenJim <1948->
Soggetto topico Sales personnel
Sales management
Selling
Competition
ISBN 1-280-59055-6
9786613620385
1-118-22862-6
Classificazione BUS058000
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto The New Power Base Selling: Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition; Contents; Foreword; Acknowledgments; Part 1: Sales as a Management Science; Chapter 1: Seeing the Invisible; Selling Skills Are Not Enough; Good Products Are Not Enough; The Relevance Revolution; Seeing the Road Forward to Success; Chapter 2: The MBA of Selling; The Holden Four Stage Model; Four Stages of Sales Proficiency; Intent; Focus; Relationship; Value; Knowledge; Progressing to Higher Stages; Not All Competencies are Born Equal; Part 2: Politics
Chapter 3: Influence and AuthorityPolitical Competition is Healthy; Power Struggles versus Power Plays; The Political Structure; Influence and Authority; No Influence, but Authority; No Influence, No Authority; Influence without Authority; Influence Is Constantly Changing; Degrees of Influence; Chapter 4: Foxes: The Heart of the Power Base; A Fox in Action; The Organization Comes First; Manage the Environment; Survival; Fox Footprints; Integrity; People-Oriented; Risk Assumption; The Emerging Fox; Chapter 5: Power Base Types and Implications; Three Types of Power Bases
The Enterprise Power BaseThe Business Unit Power Base; The Situational Power Base; Mapping the Power Base; Power Base Implications for Sellers; Chapter 6: Fox Hunting and Power Base Mapping; Fox Hunting Intelligence Gathering; Customer Research-What Information Can You Gather in 30 Minutes?; Astute Observations-Knowing What to Look For; Good Questions-How to Ask the Right Ones; Political Revelations; Chapter 7: Gaining Political Advantage; The Power Base Principle; Gaining Political Advantage; Personal Motivators; Uncovering and Advancing Personal Motivators
Building Influential RelationshipsAssessing Relationship Type; Creating a Support Base Map; Political Implications; Part 3: Unexpected Value; Chapter 8: Moving Up the Sales Value Chain; Moving North; Expanding the Sales Value Chain; Expected versus Unexpected Value; Chapter 9: Building Expressions of Customer Value; Value Relevance; Executive Value; Management Value; Operations Value; Value Expressions; Value Statements; Testing Value Statements; The Value Proposition; Step 1: Value Identification; Step 2: Value Quantification; Step 3: Value Proposition
Moving Up the Sales Value Chain to Include Political ValueChapter 10: Creating Demand to Displace Competitors; Creating Demand Significance; Leveraging Creating Demand to Penetrate Accounts; Step 1: Determine the Entry Point; Political Connectivity; Business Significance; Business Impact; Supplier Return; Step 2: Craft Your Value Message; Step 3: Gain Access; Step 4: Conduct a Meeting; Engaging with Advanced Communicators; Executive Meeting Checklist; Step 5: Build Your Support Base Map; Step 6: Move Upstream; Step 7: Complete the Triathlon; Penetrating Competitively Held Accounts
Part 4: Strategy
Record Nr. UNINA-9910790277703321
Holden Jim <1948->  
Hoboken, N.J., : Wiley, 2012
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
The new power base selling : master the politics, create unexpected value and higher margins, and outsmart the competition / / Jim Holden, Ryan Kubacki
The new power base selling : master the politics, create unexpected value and higher margins, and outsmart the competition / / Jim Holden, Ryan Kubacki
Autore Holden Jim <1948->
Edizione [1st edition]
Pubbl/distr/stampa Hoboken, N.J., : Wiley, 2012
Descrizione fisica 1 online resource (256 p.)
Disciplina 658.85
Altri autori (Persone) KubackiRyan <1973->
HoldenJim <1948->
Soggetto topico Sales personnel
Sales management
Selling
Competition
ISBN 1-280-59055-6
9786613620385
1-118-22862-6
Classificazione BUS058000
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto The New Power Base Selling: Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition; Contents; Foreword; Acknowledgments; Part 1: Sales as a Management Science; Chapter 1: Seeing the Invisible; Selling Skills Are Not Enough; Good Products Are Not Enough; The Relevance Revolution; Seeing the Road Forward to Success; Chapter 2: The MBA of Selling; The Holden Four Stage Model; Four Stages of Sales Proficiency; Intent; Focus; Relationship; Value; Knowledge; Progressing to Higher Stages; Not All Competencies are Born Equal; Part 2: Politics
Chapter 3: Influence and AuthorityPolitical Competition is Healthy; Power Struggles versus Power Plays; The Political Structure; Influence and Authority; No Influence, but Authority; No Influence, No Authority; Influence without Authority; Influence Is Constantly Changing; Degrees of Influence; Chapter 4: Foxes: The Heart of the Power Base; A Fox in Action; The Organization Comes First; Manage the Environment; Survival; Fox Footprints; Integrity; People-Oriented; Risk Assumption; The Emerging Fox; Chapter 5: Power Base Types and Implications; Three Types of Power Bases
The Enterprise Power BaseThe Business Unit Power Base; The Situational Power Base; Mapping the Power Base; Power Base Implications for Sellers; Chapter 6: Fox Hunting and Power Base Mapping; Fox Hunting Intelligence Gathering; Customer Research-What Information Can You Gather in 30 Minutes?; Astute Observations-Knowing What to Look For; Good Questions-How to Ask the Right Ones; Political Revelations; Chapter 7: Gaining Political Advantage; The Power Base Principle; Gaining Political Advantage; Personal Motivators; Uncovering and Advancing Personal Motivators
Building Influential RelationshipsAssessing Relationship Type; Creating a Support Base Map; Political Implications; Part 3: Unexpected Value; Chapter 8: Moving Up the Sales Value Chain; Moving North; Expanding the Sales Value Chain; Expected versus Unexpected Value; Chapter 9: Building Expressions of Customer Value; Value Relevance; Executive Value; Management Value; Operations Value; Value Expressions; Value Statements; Testing Value Statements; The Value Proposition; Step 1: Value Identification; Step 2: Value Quantification; Step 3: Value Proposition
Moving Up the Sales Value Chain to Include Political ValueChapter 10: Creating Demand to Displace Competitors; Creating Demand Significance; Leveraging Creating Demand to Penetrate Accounts; Step 1: Determine the Entry Point; Political Connectivity; Business Significance; Business Impact; Supplier Return; Step 2: Craft Your Value Message; Step 3: Gain Access; Step 4: Conduct a Meeting; Engaging with Advanced Communicators; Executive Meeting Checklist; Step 5: Build Your Support Base Map; Step 6: Move Upstream; Step 7: Complete the Triathlon; Penetrating Competitively Held Accounts
Part 4: Strategy
Record Nr. UNINA-9910824093103321
Holden Jim <1948->  
Hoboken, N.J., : Wiley, 2012
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui