This book is designed to help businesses construct and implement
their sales strategy. The world is changing extremely quickly, with
ever more competition entering different markets and making use of
advancing technology. Adding real value and building good business
relationships can be a real differentiator with so much choice.
This is why consumers often put demands on companies to supply
products and services faster, better and at lower cost. Responding
to these changing expectations and making the most of the
opportunities presented to a company will determine how successful
it will be. Understanding how a sales team operates within a
changing environment and having a proactive approach will have a
big impact on a company's future success. The ideas in this book
will appeal to: Business owners who may not have had any formal
sales or management training. Others may want to review their
existing sales strategy or improve its implementation. Directors
who want to learn how members of a sales team behave so they can
understand the barriers and opportunities which impact on the
strategic direction of the company. Sales Managers who currently
manage a sales team and who want to improve their understanding of
the economic, sales, marketing planning and behavioural side to
management in order to increase sales effectiveness.
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