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Author Hase, Stefan, author.

Title The quintessence of sales : what you really need to know to be successful in sales / Stefan Hase, Corinna Busch.

Publication Info. Cham, Switzerland : Springer, [2018]


Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Description 1 online resource (xi, 131 pages) : illustrations.
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
text file PDF rda
Series Quintessence series
Quintessence series (Springer (Firm))
Bibliography Includes bibliographical references.
Contents 1: Introduction: Essential Sales Know-How; 2: The Dawn of the Sales Age: A First Basic Understanding; 2.1 The Basics in Sales; 2.1.1 Definition and Core Elements of Sales; 2.1.2 Differentiation Between B2B and B2C Selling; 2.1.3 Factors of Modern Selling; 2.2 The Sales Arena; 3: The Sales Process; 3.1 Customer Acquisition; 3.2 Initial Meeting; 3.3 Needs Analysis; 3.4 Argumentation; 3.5 Price Talk; 3.6 Closing; 3.7 After-Sales; 4: The Sales Environment; 4.1 Four Forms of Structuring a Sales Organization.
4.2 Managing Interfaces; 4.2.1 Interfaces within Sales; 4.2.2 Interfaces with Other Functional Areas; 4.3 Managing Ethics; 4.3.1 Ethical Challenges Facing Sales Managers and Salespeople; 4.3.2 Unethical Behavior Due to Sales Quotas; 4.3.3 Creating an Ethical Work Climate; 4.3.4 Managing an Ethical Work Climate; 4.4 Developing a Sales-Driven Organization; 4.5 11 Points for Establishing a Sales-Driven Organization; 5: The Sales Team; 5.1 The Sales Director; 5.1.1 Qualities Needed; 5.1.2 Typical Performance Issues; 5.1.3 Tasks and Responsibilities of a Sales Director.
5.2 The Ideal Salesperson; 5.2.1 Overall Success Factors; 5.2.2 Positive Attitude; 5.2.3 Sales Abilities; 5.2.4 Time Management; 5.2.5 Territorial Routing; 5.3 A Winning Sales Team; 5.3.1 The Four Players; 5.3.2 Key Factors of Successful Team Work; 6: Sales Management; 6.1 Leading a Winning Sales Team; 6.1.1 Key Leadership Principles; 6.1.2 Key Leadership Tasks; 6.1.3 Building and Developing a Winning Sales Team; 6.2 Training and Development; 6.2.1 Importance and Benefits of Sales Trainings; 6.2.2 Development of Sales Training Programs; 6.2.3 Typical Sales Training Mistakes.
6.3 Recruitment and Induction of the Right Talents; 6.3.1 The Recruitment and Selection Process; 6.3.2 Induction of New Salespeople; 6.4 Evaluating Salespeople; 6.4.1 The Salesperson Evaluation Process; 6.4.2 Performance Measures; 6.4.3 Tools for Performance Evaluation; 6.4.4 Typical Errors in Performance Appraisals; 6.4.5 Conversation Techniques; 7: Conclusion: Managing Sales Activities.
Note Online resource; title from pdf title page (EBSCO, viewed September 27, 2017).
Summary This book from the Quintessence series offers essential know-how on the theory and practice of sales, the main turnover and value driver of any business. Sales can be seen as the "front line" where key business successes are prepared and put into practice. Sales managers and salespeople, but also professionals from production, technology, and marketing will benefit from the concise presentation of the relevant topics. Having read this book, you should have a good understanding of the key stages of the sales process from acquiring new clients (or selling to old ones) to closing the deal, and be familiar with the most typical sales performance issues described here. Moreover, in order to create a strong sales environment, you will know which qualities are needed both by sales leaders and ideal salespersons, and how to build a winning sales team and a high-quality sales organisation. Finally, by applying the principles of sales-centric business management, you will be readily equipped for immediate and lasting sales success.
Subject Sales management.
Sales personnel.
Sales executives.
BUSINESS & ECONOMICS -- Marketing -- General.
BUSINESS & ECONOMICS -- Sales & Selling -- General.
Sales executives. (OCoLC)fst01103823
Sales management. (OCoLC)fst01103833
Sales personnel. (OCoLC)fst01103846
Selling. (OCoLC)fst01111969
Sales & marketing.
Business strategy.
Organizational theory & behaviour.
Personnel & human resources management.
Genre/Form Electronic books.
Added Author Busch, Corinna, author.
Other Form: Print version: Hase, Stefan. Quintessence of sales. Cham, Switzerland : Springer, [2018] 3319611720 (OCoLC)988289462
ISBN 9783319611747 (electronic bk.)
3319611747 (electronic bk.)
Standard No. 10.1007/978-3-319-61174-7 doi
AU@ 000060718346
DKDLA 820120-katalog:000786507
GBVCP 895901862
UKMGB 019166319

Available items only