The importance of innovation to the long-term profitability and survival of firms is widely recognized. The sales force plays a key role for new product introduction and the successful commercialisation of innovations. Yet, the role of the sales force has not received thorough examination from a holistic point of view that considers its interaction with other key players, such as Marketing and the customer. Benjamin Klitzke addresses this research gap. He studies selling and adoption processes between marketing, sales and customers. The academic result of his work is a conceptual framework that extends the state of research in various ways. He provides insights and answers on how to successfully launch new products with a direct sales force.
What It Takes to be a Leader in Hospitality Sales-Principles and Techniques for Success What's the key to success in today's competitive hospitality industry? Sales-the art and science of telling potential customers that you have the product they need, when they need it, and where, at a price that's right for them. Hospitality Sales: A Marketing Approach provides in-depth instruction based on the strategies of leading hospitality organizations. This comprehensive book introduces crucial sales and marketing concepts and describes how they apply to hospitality businesses and customers. An unparalleled teaching resource, this book:
This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Preface to Marketing Management, 14e, by Peter and Donnelly, is praised in the market for its clear and concise presentation of the basic principles of marketing in such a way that the core concepts and ideas are covered in sufficient depth to ensure understanding. By offering an engaging, clear, and conceptually sound text, this book has been able to maintain its position as a leading marketing management text.
Salespeople are self-determined, self-motivated, and self-reliant. Creating a high performance team out of independent-minded reps is challenge enough for an experienced manager, but if it s your first time in the boss s seat, the job can be overwhelming.Tyssen covers special considerations of managing a sales force, such as: -- Hiring the right sales rep for the job-- Designing sales territories that can be efficiently and effectively managed-- Applying a personal touch even if your reps are a thousand miles away-- Ensuring everyone on the team delivers a consistent image and message-- Hosting sales conferences that will motivate and activate any sales force-- Coaching your sales force to achieve win-win resultsUsing plenty of sample forms and worksheets, this guide will put any sales manager on track for success.
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