Ditemukan 39 dokumen yang sesuai dengan query
Hombur, Christian, 1962-, author
[This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This book considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct...
Berlin: [Springer, ], 2012
e20397194
eBooks Universitas Indonesia Library
Seidman, Dan, author
Contents :
- Achieving sales training success; uaderstand the sales environment
- Analyze needs
- Design the sales process
- Implement effective training
- Use the right metrics for evaluation
- Plan the way forward
- References & resources
- Job aid: sales training...
Alexandria, Virginia: American Society for Training & Development, 2008
e20441951
eBooks Universitas Indonesia Library
Simpkins, Robert A., author
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...
New York: [American Management Association, ], 2004
e20438469
eBooks Universitas Indonesia Library
Thomas, Wayne M., author
ART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility -- The sales force -- Sales environment -- Sales control and policies -- Channels -- Product/market match -- Competition -- The customer -- The market -- PART II. PERSONAL COACHING. Facts-in-the-Future (tm) -- The truth about statistics,...
New York: Amacom, 2008
658.81 THO s
Buku Teks Universitas Indonesia Library
Thomas, Wayne M., author
Today?s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager?s Success Manual provides the critical information sales...
New York: Amacom, 2008
e20443687
eBooks Universitas Indonesia Library
Nick, Michael J., author
With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make strategic buying decisions and be able to communicate the positive effect their products or...
New York: [American Management Association;, ], 2011
e20437433
eBooks Universitas Indonesia Library
Miller, William, author
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...
New York: American Management Association, 2009
e20447782
eBooks Universitas Indonesia Library
Pacetta, Frak
Jakarta: Prenhallindo, 1997
658.81 PAC dt
Buku Teks Universitas Indonesia Library
Payne, Andrian
Yogyakarta: Andi, 1993
338.47 PAY tt
Buku Teks Universitas Indonesia Library
Schwartz, Matthew, author
Based on the bestselling American Management Association seminar, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps sales professionals quickly and easily develop the skills they need to succeed in their new managerial roles. Readers will learn how to: * Make a smooth transition into management * Build...
New York: American Management Association, 2006
e20441432
eBooks Universitas Indonesia Library
