Resources

26 Resources for

sales management

Subscribe to this listing via:
RSS
Email

BNET Resources

sales management's 10 Dumbest Mistakes: Three things are certain in life: death, taxes and lousy management. Here's my personal top-ten list of the dumbest mistakes that sales managers make: Hiring people who don't have the temperament to be sales reps. Keeping...; Tags: Sales strategy, Sales force management, Geoffrey James, sales; Blog posts 2008-03-07
How to Succeed on Your Own Terms: Gerhard Gschwandtner, founder and publisher of Selling Power magazine, interviews Patrick Sweeney, a Senior VP of Caliper Corporation, about strategies to success in sales.; Tags: Workforce management, talent; Videos 2007-09-07
Creating a Successful Corporate Culture: Gerhard Gschwandtner, founder and publisher of Selling Power magazine, interviews Matt Ferguson, the CEO of CareerBuilder.com about the tools needed to create a successful corporate culture.; Tags: Leadership, corporate culture, merger; Videos 2007-09-07
Should You Keep A Dog And Bark Yourself?: Xerox, like most companies, promoted their best salespeople in to sales management roles that they were ill prepared to handle. And, quite naturally, there was nothing more tempting for these awkward recruits than to slip back into selling. They spent so much time with their established customers that they had...; Tags: Sales strategy, Sales force management, sales management, Xerox Corp., sales; Case studies 2007-03-07
Build a Foundation for Selling: Bestselling business author Barry Farber explains how his CORE principles — confidence, optimism, responsiveness, and energy — can create a solid foundation for sales success.; Tags: Sales strategy, Sales force management, sales; Videos 2007-09-07

How to Create Success: Gerhard Gschwandtner, founder and publisher of Selling Power magazine, interviews Chris Howard of Chris Howard Companies about different methods of creating success.; Tags: Motivation, Winning, Sales, Sales Management, Selling Power, Chris Howard, Success; Videos 2007-09-04
Effectively Assessing Sales Opportunities: The Dilemma For Today’s Sales Managers: Sales management involves tracking potential customers for a particular product and devising suitable sales strategies in order to influence them. Assessment of sales opportunities is an important activity within the sales management framework. Precise analysis of the same increases the chances of effecting successful sales processes. A structured approach and...; Tags: Sales force management, sales opportunity, sales, sales strategy, technique, analysis; White papers 2004-02-05
The Failure Of CRM To Break The Wave Pattern Of Sales: From the executive summary: ‘No matter what the size, truly effective businesses use a systematic approach to all aspects of their operations--from receiving calls to accounting process to shipping products to the end user. Management considers details and measures quality. Sales management is no exception. Although millions of dollars have...; Tags: Sales strategy, Sales force management, Information Today Inc., sales training, sales, CRM, accounting; White papers 2003-10-13
Finding & Keeping Clients: sales management Is A New Role For Practice Group Leaders: In sales activity, attracting and retaining customers over time ensures long-term success. The sales management area has opened a new avenue for many law firms. Many practicing lawyers are engaging themselves in managing sales of an organization. In such a scenario, some changes are observed in the dynamics of the...; Tags: Sales strategy, Sales force management, sales management, sales, leader; White papers 2003-02-04
sales management: Time, Territory, And Self Management: Keys To Success: Sales territories are developed by organizations to facilitate in the sales management process. The same helps in evaluating performance and in establishing responsibilities of the salespersons. The paper delves on the time and territory management aspect of the sales management process. In this context, some numerical examples are also discussed....; Tags: Sales strategy, Sales force management, McGraw-Hill Companies, sales management, sales, performance; Presentations 2003-01-01
Self-Management: Self-management implies managing all the affairs ‘alone’ with little or no supervision. In sales management parlance, self-management means chalking out and operationalizing the different steps in the sales management process on an individual basis. It includes assessing the potential sales territories and executing effective time management. The paper examines these...; Tags: Sales strategy, Sales force management, University of West Georgia, sales management, sales, time management; Presentations 2003-01-01
The Changing World Of sales management: A sale is the activity that drives an organization. It is the revenue generating activity. The nurturing and development of an efficient salesforce is imperative for realizing the sales volume. Today’s dynamic business environment has seen a lateral shift in the orientation of the sales management function in organizations. From...; Tags: Sales strategy, Sales force management, sales management, sales, sales force; Presentations 2003-01-01
Strategic sales management: Sale is an important activity in an organization. An effective sales process is responsible for nurturing and cultivation of strong customer relations. This, in turn, helps in building customer loyalty with time. Strategic sales management involves effective and efficient handling of systems and processes towards successful sales. It involves careful...; Tags: Sales strategy, Sales force management, sales management, sales, sales force; Presentations 2003-01-01
Sales Force Management: Effective sales management forms the basis of an organization’s success in the long run. It enables positive interaction of the salespersons with their managers. It also helps in the ‘career planning’ of the salespersons. Over the years, as the organizational position changes, there are changes in the ability requirements of...; Tags: Recruitment & Selection, Professional development, Wright State University, salesperson, recruiting, sales force management, career planning, sales force, career, job, sales; Presentations 2003-01-01
Selling & sales management: Effective sales management ensures a perennial revenue flow for an organization. Personal selling, mass selling and sales promotions are three aspects of sales. All three require different approaches. A typical selling process starts by prospecting the right customer for a particular product or service. Next comes the approach or the...; Tags: Sales strategy, Sales force management, Murray State University, sales promotion, sales, sales force, compensation; Presentations 2003-01-01
Personal Selling And sales management: Chapter 21: Personal selling involves a two-way communication flow between a prospective buyer and seller, often in a face-to-face situation, designed to influence the purchase decision of the former. Sales management involves planning, implementing and controlling the personal selling program of the organization. The paper examines the issues and steps involved in...; Tags: Sales strategy, Sales force management, McGraw-Hill Companies, sales; Presentations 2003-01-01
What Is sales management?: An efficient and effective salesforce is required for enhancing the sales productivity of an organization. Sales management is the process of attaining the salesforce goals through the activities of planning, staffing, training, leading, and controlling the salesforce. Managing the salesforce includes motivating the sales professionals so that they can perform...; Tags: Sales strategy, Sales force management, University of West Georgia, sales force, sales, staffing, training, job; Presentations 2003-01-01
Organizing The Sales Force: The selling activity in the organization is carried out by the salesforce. It is imperative for the management to cultivate and nurture an efficient salesforce towards enhancing the sales productivity. Sales management is the process of attaining the salesforce goals through the activities of planning, staffing, training, leading, and controlling...; Tags: Sales force management, Sales strategy, University of West Georgia, sales force, sales, staffing, theory, training, job; Presentations 2003-01-01
sales management: Sale is the process wherein goods or services produced are presented to prospective customers who, depending on their requirements, buy them. Sales management consists of various tasks and processes required to effect sales in the organization. It is the process of attainment of sales force goals through the activities of...; Tags: Sales strategy, Sales force management, University of West Georgia, sales management, sales force, sales; Presentations 2003-01-01
The Reasons Behind The Sale: The Six Hot Buttons Of Selling: Sales management involves tracking potential customers for a particular product and devising suitable sales strategies in order to influence them. It also involves servicing the existing customers. Dividing the entire sales region into different geographical areas such that each area contains present and future customers facilitates the sales management process....; Tags: Sales force management, SalesVantage.com Inc., sales strategy, sales, motivation; White papers 2003-01-01