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"Contents : The celebration or why we need sales teams? -- Meetings, bloody meetings -- Easy to say; hard to do--very hard -- So who does what and when?"

"hows readers how they can lead their inside sales squads to success - from hiring and motivating to training, coaching, and more, including: Customer 2.0: Selling to the elusive buyer; Tools 2.0: Choosing the best sales productivity and intelligence tools for their team; and Talent 2.0: Hiring, training, and retaining inside sales superheroes."

"The "made in China" label has long dominated the lower end of the US manufacturing industry, effectively squeezing it out of existence. That's old news. What most people don't know is that China's global reach now extends much further. Chinese companies have entered higher-end markets-technology, financial services, transportation, energy - and are emerging as powerhouse multinationals. "In the Shadow of the Dragon" is a meticulously researched expose of the most competitive companies in China. Based on interviews with Chinese business leaders and original case studies, the book provides: profiles of key players; insights into subtle yet powerful strategies used to gain market dominance; an understanding of the Chinese approach to going global; analysis of the Chinese way of innovation; and advice on competing head-to-head or forming alliances with Chinese partners. Part primer, part survival guide, "In the Shadow of the Dragon" is the first book to lay bare the challenges looming ahead."

"ABSTRACTThis research examined and investigated how cultural diversity among team members affects team performance. Specifically, this research scrutinized whether culturally diverse team members has an effect on team performance. A dimension from the Big Five Personality Trait, which is conscientiousness, is considered to moderate this relationship and its interaction effect with culturally diverse team members is also examined. The quantitative study was conducted with students from Rijksuniversiteit Groningen and Universitas Indonesia as samples. After the statistical analysis was executed, it is revealed that culturally diverse team members have a positive effect on team performance. However, it is also showed that conscientiousness weakens the positive effect of culturally diverse team members on team performance. Thus, this research has implications for international business, especially in hiring new graduates and tackling cultural issues arise in a team.

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ABSTRAKPenelitian ini menguji dan menginvestigasi bagaimana keberagaman budaya didalam anggota tim mempengaruhi kinerja tim. Secara spesifik, penelitian ini mempelajari lebih dalam apakah anggota tim yang beragam secara budaya memiliki sebuah efek terhadap kinerja tim. Sebuah dimensi dari the Big Five Personality Trait, yaitu ketelitian, digunakan untuk memoderasi hubungan ini dan efek interaksi dengan anggota tim yang beragam secara budaya juga diuji. Penelitian kuantitatif dilaksanakan dengan mahasiswa dari Rijksuniversiteit Groningen dan Universitas Indonesia sebagai sampel. Setelah analisa statistik dijalankan, hasilnya menunjukkan bahwa anggota tim yang beragam secara budaya memiliki efek positif terhadap kinerja tim. Tetapi, hasilnya juga memnujukkan bahwa ketelitian memperlemah efek positif dari anggota tim yang beragam secara budaya terhadap kinerja tim. Terakhir, penelitian ini memliki implikasi untuk bisnis internasional, khususnya dalam merekrut pencari kerja yang baru lulus perguruan tinggi dan menangkal isu bersifat budaya yang muncul didalam tim."

"Development and role of selling in marketing -- Sales strategies -- Consumer and organisational buyer behaviour -- Sales settings -- International selling -- Law and ethical issues -- Sales responsibilities and preparation -- Personal selling skills -- Key account management -- Relationship selling -- Direct marketing -- Internet and IT applications in selling and sales management -- Recruitment and selection -- Motivation and training -- Organisation and control -- Sales forecasting and budgeting -- Salesforce evaluation."

"Delivers the research-based criteria for sales teams interested in selling effectively against a business environment. This guide is suitable for professionals working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization. "

"Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to: regain control of their time, create a proactive sales culture, motivate a sales team, use simple yet powerful metrics, weed out failures quickly, coach and counsel up and down the sales organization, reduce reports to one sheet of paper and 10 minutes a week, forecast more confidently. This book shows sales managers at every level how to manage for great results!"

"This issue defines a self-directed work team (SDWT) as a small group of people who are empowered to manage themselves and their daily work. Inside you'll learn the steps involved to achieve a cultural transformation to a team-based culture. It clarifies both the trainer's and management's role in the transition."