Case Studies For Sales
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Author |
: Gerard Assey |
Publisher |
: Gerard Assey |
Total Pages |
: 167 |
Release |
: 2024-08-13 |
ISBN-10 |
: |
ISBN-13 |
: |
Rating |
: 4/5 ( Downloads) |
Synopsis Case Studies for Sales by : Gerard Assey
"Case Studies for Sales" is your definitive guide to mastering the art of sales through real-world scenarios. This book offers a rich collection of B2B, B2C and Retail, covering 30 original case studies spanning diverse industries, including technology, healthcare, financial services, manufacturing, retail, and more. Each case study presents complex challenges and provides insightful approaches and strategies that led to successful outcomes. Designed for sales professionals at all levels, this book emphasizes practical knowledge, interactive techniques, and contextual learning. It showcases how to enhance problem-solving skills, build confidence, and apply lessons effectively in the real world. Whether you're a novice eager to learn or an experienced salesperson aiming to refine your techniques, "Case Studies for Sales" equips you with the tools to navigate and conquer the ever-evolving landscape of sales. Unlock your sales potential, gain invaluable insights, and elevate your career with "Case Studies for Sales"—a must-have resource for achieving sales excellence and driving success in any industry.
Author |
: Casey Hibbard |
Publisher |
: |
Total Pages |
: 0 |
Release |
: 2008-04 |
ISBN-10 |
: 061518300X |
ISBN-13 |
: 9780615183008 |
Rating |
: 4/5 (0X Downloads) |
Synopsis Stories That Sell by : Casey Hibbard
"The first book on capturing and using customer stories to grow your business or cause. Introduces a proven process for leveraging your current successes into new sales. Learn success-story marketing best practices from author Casey Hibbard, leading expert on creating and managing customer stories, with insight from organizations such as Sage Software, SAP, Toyota, Kronos, Amdocs, Make-A-Wish Foundation, and dozens of other businesses, independent consultants, and nonprofits"--Page 4 of cover
Author |
: Dan Blank |
Publisher |
: |
Total Pages |
: 178 |
Release |
: 2017-03-07 |
ISBN-10 |
: 0998645214 |
ISBN-13 |
: 9780998645216 |
Rating |
: 4/5 (14 Downloads) |
Synopsis Be the Gateway by : Dan Blank
Many people feel the drive to do creative work, but get overwhelmed by the process of connecting with an audience. If you want to share your voice and inspire people with your writing, art, craft, or creative idea, you have to provide your audience a new way of looking at the world, of knowing themselves, and connecting with others
Author |
: Frank V. Cespedes |
Publisher |
: Harvard Business Press |
Total Pages |
: 249 |
Release |
: 2021-02-23 |
ISBN-10 |
: 9781633698772 |
ISBN-13 |
: 1633698777 |
Rating |
: 4/5 (72 Downloads) |
Synopsis Sales Management That Works by : Frank V. Cespedes
Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talent Pay and incentivize your sales force Improve ROI from your training programs Create a comprehensive sales model Set and test the right prices Build and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.
Author |
: Frank Cespedes |
Publisher |
: Harvard Business Review Press |
Total Pages |
: 329 |
Release |
: 2014-08-12 |
ISBN-10 |
: 9781422196083 |
ISBN-13 |
: 1422196089 |
Rating |
: 4/5 (83 Downloads) |
Synopsis Aligning Strategy and Sales by : Frank Cespedes
"The best sales book of the year" — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real—and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link your go-to-market initiatives with strategic goals. Cespedes offers a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable growth. Without that alignment, leaders will press for better execution when they need a better strategy, or change strategic direction with great cost and turmoil when they should focus on the basics of sales execution. With thoughtful, clear, and engaging examples, Aligning Strategy and Sales provides a framework for diagnosing and managing the core levers available for effective selling in any organization. It will give you the know-how and tools to move from ideas to action and build a sales effort linked to your firm’s unique goals, not a generic selling formula. Cespedes shows how sales efforts affect all elements of value creation in a business, whether you’re a start-up seeking to scale or an established firm looking to jump-start new growth. The book provides key insights to optimize your firm’s customer management activities and so improve selling and strategy.
Author |
: Thomas Fischer |
Publisher |
: Cambridge University Press |
Total Pages |
: 319 |
Release |
: 2012-05-24 |
ISBN-10 |
: 9781107022454 |
ISBN-13 |
: 1107022452 |
Rating |
: 4/5 (54 Downloads) |
Synopsis Service Business Development by : Thomas Fischer
Over the last decade, capital goods manufacturers have added services to products as a way of responding to eroding margins and the loss of strategic differentiation. Based on over twelve years of research, this book provides a thorough overview of the strategies available for value creation through service business development.
Author |
: Jham, Vimi |
Publisher |
: IGI Global |
Total Pages |
: 373 |
Release |
: 2013-07-31 |
ISBN-10 |
: 9781466643581 |
ISBN-13 |
: 1466643587 |
Rating |
: 4/5 (81 Downloads) |
Synopsis Cases on Consumer-Centric Marketing Management by : Jham, Vimi
As marketing strategies remain an essential tool in the success of an organization or business, the study of consumer-centered behavior is valuable in the improvement of these strategies. Cases on Consumer-Centric Marketing Management presents a collection of case studies highlighting the importance of customer loyalty, customer satisfaction, and consumer behavior for marketing strategies. This comprehensive collection provides fundamental research for professionals and researchers in the fields of customer relations, marketing communication, consumer research, and marketing analytics for insights into practical aspects of marketing in any organization.
Author |
: Neil Rackham |
Publisher |
: Taylor & Francis |
Total Pages |
: 253 |
Release |
: 2020-04-28 |
ISBN-10 |
: 9781000111484 |
ISBN-13 |
: 1000111482 |
Rating |
: 4/5 (84 Downloads) |
Synopsis SPIN® -Selling by : Neil Rackham
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author |
: Bryony Thomas |
Publisher |
: Ecademy Press |
Total Pages |
: 297 |
Release |
: 2013 |
ISBN-10 |
: 9781908746344 |
ISBN-13 |
: 1908746343 |
Rating |
: 4/5 (44 Downloads) |
Synopsis Watertight Marketing by : Bryony Thomas
Most businesses have serious profit leaks, so when they run their marketing taps, revenue simply pours out of a leaky bucket. Readers who follow the process laid out in this guide will be able to step off the roller coaster of yo-yo sales results and get their business on a sustainable upward curve.
Author |
: Wided Batat |
Publisher |
: Routledge |
Total Pages |
: 445 |
Release |
: 2020-12-27 |
ISBN-10 |
: 9781000297973 |
ISBN-13 |
: 1000297977 |
Rating |
: 4/5 (73 Downloads) |
Synopsis Experiential Marketing by : Wided Batat
Experiential marketing has become an indispensable tool for all types of businesses across multiple sectors. This book provides an all-encompassing, practical, and conceptual map of contemporary experiential case studies, which together offer insights into this exciting approach to customer experience. Experiential Marketing incorporates 36 international case studies from 12 key sectors, from technology, consumer goods, and B2B to luxury, events, and tourism sectors. With a selection of case studies from leading brands, such as Coca-Cola, Nutella, Chanel, NASA, The New York Times, Pfizer, and Amtrak, the reader will learn and practice the experiential marketing tools and strategies through these examples. Expert testimonials, practical applied exercises, and the author’s online videos provide both theoretical foundations and concrete application. This is a must-read for advanced undergraduate and postgraduate Marketing and Customer Experience students and an excellent teaching resource. It should also be of great use to practitioners – particularly those studying for professional qualifications – who are interested in learning experiential marketing strategies and developing knowledge about the way big brands in different sectors are designing the customer experience online and offline. Online material includes lecture slides, a test bank of questions, an instructor’s manual, and explanatory videos.