Ditemukan 10 dokumen yang sesuai dengan query
Greif, Edwin Charles
Englewood Cliffs: Prentice-Hall, 1958
658.85 GRE m
Buku Teks Universitas Indonesia Library
Simpkins, Robert A.
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The most advanced strategies for tomorrow's sales managers. The new breed of sales manager is expected to lead the sales team in an effort not just to close deals, but contribute to the overall strategic rationale of the organization. The "Secrets of Great Sales Management" gives readers a proven, step-by-step process for keeping pace with the issues currently revolutionizing sales management, as well as managing their own career ...
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New York: [American Management Association, ], 2004
e20438469
eBooks Universitas Indonesia Library
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Sales professionals often complain that learning events do not pay off and take time away from the primary job of selling. If it can be sent in a memo, why go to training?
Sales Training Basics recognizes the bottom line focus of sales professionals and offers proven techniques and approaches that create engaging and impactful training. The book provides learning professionals with specific guidance on designing programs that provide the right tools and techniques that deliver ...
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Alexandria, Virginia: American Society for Training & Development, 2010
e20441113
eBooks Universitas Indonesia Library
Mikula, Jim
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Sales Training focuses on three key skills that all sales professionals must havethinking, communicating, and networking. Use this book to deliver fast-paced, productive sessions and build skills that translate into results ...
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Alexandria, VA: American Society for Training and Development Press;, 2004
e20438796
eBooks Universitas Indonesia Library
Hanan, Mack
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"For more than two decades, Consultative Selling? has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions. The Seventh Edition gives you the tools to continue bringing superior results to 21st Century organizations?and take your own career to a new level ...
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New York: [American Management Association, ], 2004
e20438598
eBooks Universitas Indonesia Library
Zoltners, Andris A.
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If you're like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don't know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has ...
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New York: [American Management Association, ], 2006
e20438253
eBooks Universitas Indonesia Library
Colletti, Jerome A.
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"With the explosion in Internet sales, organizations are frantically transforming their sales departments, adding new roles and redefining existing positions, to capture a share of this lucrative new market. This second edition of the landmark Compensating New Sales Roles explains: * How to identify and establish the sales roles an organization needs to turn in double-digit growth on a continuous basis * How to design and implement a compensation plan that directs, motivates, and rewards ...
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New York: [American Management Association, ], 2001
e20438016
eBooks Universitas Indonesia Library
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"Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs. This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives * base salary, bonus, and commission scales * team-selling roles and implications * linking compensation to company culture, and much more. Sales managers and compensation professionals alike will find ...
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New York: [American Management Association, ], 1998
e20438327
eBooks Universitas Indonesia Library
Donnolo, Mark
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The way a company designs its sales compensation program has a greater impact on behavior and results than any sales training, sales management method, or leadership message. Yet most senior executives fail to see the big picture, leading to fundamental misalignments between sales strategy and organizational goals. Featuring insightful interviews with Fortune 1000 C-level executives and real lessons from the field, this essential book reveals the tough questions leaders should be asking about how sales ...
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New York: [American Management Association, ], 2013
e20437518
eBooks Universitas Indonesia Library
Farber, Barry J.
Irvine, California: Entrepreneur Press, 2013
658.85 FAR s
Buku Teks Universitas Indonesia Library
