Please read our Privacy Policy page , and if you agree, please click on the button below ot enter the site. Is virtual selling here to stay? As part of our Virtual Selling Series, in this episode we talk about rethinking your sales force org structure in the shift to virtual selling. By the end of this episode, you will have learned the importance of virtual sales as you transition out of the Pandemic, how virtual selling will reduce the cost per sale and increase your profit per sale.
We will also discuss how to organize your sales organization to maximize this. Robert J. Weese and Susan A. Enns are a team with an outstanding record of success with over 60 years of combined sales, management, and executive level B2B experience. Published authors and internationally renowned sales experts, they have helped countless clients drastically improve their sales results.
And they achieved all that while selling virtually, working from home offices. Susan is a founding partner of B2BSalesConnections. She has a proven track record of sales excellence over her 30 plus year career, including consecutively being the top sales rep in Canada, managing the top sales branch, and achieving outstanding sales growth in a national channel sales organization. A sales and management training expert, her work has been published in several locations numerous times and her books have sold on five separate continents.
A passionate community volunteer, and cancer survivor, Susan lives and works from Ottawa, Canada. He started his career as a radio broadcaster before moving into sales. Retaining international scope and a balance between theory and practice, this new edition of Bill Donaldson's highly successful textbook is fully updated throughout, making it the definitive text for undergraduate, postgraduate and MBA students of selling and sales management.
Author : Mark W. Johnston,Greg W. Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach.
The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling what salespeople do with the process of managing salespeople what sales managers do.
A strong focus on the modern tools of selling, such as customer relationship management CRM , social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today.
Author : Nigel F. Market-Led Strategic Change, 5th edition, has been fully revised and updated to reflect the realities of 21st century business and the practical issues for managers in the process of going to market. The world of business has changed dramatically, with a more complex environment, more demanding customers and radical new ways of going to market. This textbook develops a value-based strategy examining the roles of market sensing, customer value, organizational change and digital marketing in the implementation of strategy.
The text is supported throughout with brand new case studies from globally recognised companies such as Uber and Volkswagen, and covering topical issues such as the legalisation of marijuana and reinventing the healthcare business. Lecturers are assisted with a newly expanded collection of support materials including PowerPoint slides for each chapter, suggested frameworks for using the case studies in teaching, and case studies from previous editions.
If you're an ambitious marketing student or practitioner, whether you are new to strategic change through marketing or just want a different view, this is the book for you. Lecturers will find this engaging, funny, thought-provoking but always practical textbook is a sure way to get your students thinking and enthused.
Author : David W. The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management.
Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one.
The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation.
The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment.
Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Businesses today face many obstacles, but one major hurdle is optimizing sales performance and achieving peak levels of execution. In recent years, there has been a significant decline in sales performance among businesses internationally. Achieving Peak Sales Performance for Optimal Business Value and Sustainability is a collection of innovative research on the methods and applications of various elements that influence sales peak performance including personal, organizational, and symbiotic determinants.
While highlighting topics including emotional intelligence, personal branding, and customer relationship management, this book is ideally designed for sales professionals, directors, advertisers, managers, researchers, students, and academicians seeking current research on insights and advancements of business sustainability and sales peak performance. Author : Roland T. The Handbook of Service Marketing Research brings together an all-star team of leading researchers in service marketing to explore many of the hottest topics in service marketing today.
Cutting-edge topics include: customer relationships and loy. It is all about guiding organizational change and business transformation, starting with sales itself. Companies choosing this approach can make a significant and meaningful difference with strategic customers, moving beyond the competition.
By challenging existing business assumptions and creating new perspectives on the marketplace, organizations can increase value across traditional company borders, making the business world a better place in the process. Both thought-provoking and practical, this management book integrates academic insights, real life examples and best practices of business transformation.
It is a must-read for business leaders aiming to make a difference. Top brands are professionally and passionately tuned in to their customers. This book presents illustrative cases, highlighting how champions have scaled up their business. The essentials of e-commerce are explored and explained, along side more traditional marketing approaches in this revised and updated new edition.
In recent years, developing a value proposition has become a prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments.
Creating and Delivering your Value Proposition provides guidance for business leaders - demonstrating why having a strong value proposition is so important for a company. This practical new title shows readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers.
Featuring global case studies and examples, Creating and Delivering your Value Proposition is an essential guide to understanding and developing a value-focused strategy for all senior practitioners. A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers.
This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved.
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