Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources) Book PDF, ePub eBook

Join our eBook service for unlimited books & audiobooks. Get a free 7 day subscription! ↓↓↓↓↓


Book Descriptions:
This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff.

The author, Joseph Vaccaro, uses an “integrated model” approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations and problems readers encounter as practicing sales managers. With cases at the end of each chapter that make the chapter material come to life, Managing Sales Professionals is a practical tool for those in the world of marketing and sales management. It is a realistic, pragmatic, practical, how-to approach that explains complex concepts in a clear and concise manner. Vaccaro avoids generalities, and he cuts right to the critical specifics for sales managers in the real world.

Terms and concepts are clearly defined, and each chapter concludes with penetrating questions to further develop your sales management skills. Along with a highly pertinent chapter on legal and ethical aspects in selling, Managing Sales Professionals covers:

• how to recruit salespeople
  
• motivation procedures
  
• gender and racial diversity of the sales force
  
• how to plan and conduct a training program
  
• effective selling techniques
  
• how to develop brand awareness
  
• new sales technology
  
• how to determine pricing and discount policies
  
• compensation policies
  
• how to determine transportation policies
  
• control and evaluation procedures
  
• how to effectively interact with marketing

Anyone looking to increase sales, such as business owners, consultants, marketing professionals, and practicing salespeople and sales managers, can use this book to examine their sales staffs and look for areas in which to improve. Managing Sales Professionals is also ideal for upper level undergraduate students as they learn the basics of how to sell, organize, and run a sales force.

Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources) by William Winston, Joseph P Vaccaro

From reader reviews:

Anthony Harrison:

Playing with family in a park, coming to see the sea world or hanging out with good friends is thing that usually you have done when you have spare time, then why you don't try matter that really opposite from that. One activity that make you not experience tired but still relaxing, trilling like on roller coaster you already been ride on and with addition details. Even you love Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources), it is possible to enjoy both. It is excellent combination right, you still want to miss it? What kind of hangout type is it? Oh occur its mind hangout guys. What? Still don't get it, oh come on its called reading friends.

Vera Velez:

Does one one of the book lovers? If so, do you ever feeling doubt if you find yourself in the book store? Attempt to pick one book that you never know the inside because don't judge book by its handle may doesn't work this is difficult job because you are afraid that the inside maybe not because fantastic as in the outside appearance likes. Maybe you answer can be Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources) why because the wonderful cover that make you consider with regards to the content will not disappoint anyone. The inside or content will be fantastic as the outside as well as cover. Your reading 6th sense will directly guide you to pick up this book.

Shirley Parker:

Is it you who having spare time in that case spend it whole day by watching television programs or just resting on the bed? Do you need something new? This Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources) can be the response, oh how comes? A fresh book you know. You are and so out of date, spending your spare time by reading in this new era is common not a geek activity. So what these textbooks have than the others?

Leonard Santiago:

That e-book can make you to feel relax. This kind of book Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources) was vibrant and of course has pictures on there. As we know that book Managing Sales Professionals: The Reality of Profitability (Haworth Marketing Resources) has many kinds or category. Start from kids until adolescents. For example Naruto or Investigator Conan you can read and think you are the character on there. Therefore , not at all of book are generally make you bored, any it can make you feel happy, fun and rest. Try to choose the best book to suit your needs and try to like reading in which.