tailieunhanh - Strategies that Win Sales Mark Marone

Owners engage in business administration either directly or indirectly through the employment of managers. Owner managers, or hired managers administer to three component resources that constitute the business' value or worth: financial resources, capital or tangible resources, and human resources. These resources are administered to in at least five functional areas: legal contracting, manufacturing or service production, marketing, accounting, financing, and human resourcing.[citation needed] | Team LiĐ NEXT StrategiesThat Win Sales Best Practices of the World s Leading Organizations by Mark Marone and Seleste Lunsford ISBN 0793188601 Dearborn Financial Publishing 2005 249 pages From an in-depth analysis of 17 of the world s leading organizations this book explores how major market challenges are being addressed and overcome by the various strategies developed and implemented by sales organizations. Table of Contents Strategies that Win Sales Best Practices of the World s Leading Organizations Preface Introduction Chapter 1 - Challenges Facing Today s Sales Organizations Chapter 2 - Expanding Multichannel Strategies Chapter 3 - Examining the Deployment of Sales Resources Chapter 4 - Leveraging Technologies For Sales Success Chapter 5 - Adopting a Consultative Selling Approach Chapter 6 - Reskilling the Sales Force Chapter 7 - Redefining Sales Management Chapter 8 - Creating a Culture for Winning Sales Chapter 9 - Customers Demands For More Buying Behaviors and Attitudes Chapter 10 - Conclusion Appendix A - Five Roles for Successful Sales A Search for the Indicators of Sales Success Appendix B - Salesperson Competency Assessment Appendix C - Sales Manager Assessment Bibliography Index List of Figures List of Sidebars Team LĨĐ NEXT Team LiĐ 4 PREVIOUS I NEXT Back Cover Today s complex selling environment has altered the definition of what it takes to be truly successful. Companies need to do more more more grow more revenue add more customers and utilize more marketing channels. Sales performance consultants Mark Marone and Seleste Lunsford and the team at AchieveGlobal identified 17 business-to-business B2B and business-to-consumer B2C organizations from various industries that have successfully and aggressively pursued and implemented cutting-edge global solutions to these issues. They then conducted in-depth phone and face-to-face research with 150 individuals from the high-performing sales organizations including Marriott International HP Office Depot .