File Name: sales management strategy process and practice .zip
This book provides a snapshot of the current thinking on the strategic role of sales and sales management, and identifies some of the key challenges presented to senior managers.
The objective of this work is to review the literature of the main concepts that lead to determining the strategic approach, creation of strategies, organizational structures, strategy formulation, and strategic evaluation as a guide for the organizational management, taking into account the effects produced by the different types of strategies on the performance of organizations. In this article, the systemic literature review method was used to synthesize the result of multiple investigations and scientific literature. The process of reading and analysis of the literature was carried out through digital search engines with keywords in areas related to the strategic management. This research reveals the lack of scientific literature containing important theoretical concepts that serve the strategists as a guide in the creation, formulation, and evaluation of strategies.
Marketing strategy is a long-term, forward-looking approach and an overall game plan of any organization or any business with the fundamental goal of achieving a sustainable competitive advantage by understanding the needs and wants of customers. Scholars like Philip Kotler continue to debate the precise meaning of marketing strategy. Consequently, the literature offers many different definitions. On close examination, however, these definitions appear to centre around the notion that strategy refers to a broad statement of what is to be achieved. Strategic planning involves an analysis of the company's strategic initial situation prior to the formulation, evaluation and selection of market-oriented competitive position that contributes to the company's goals and marketing objectives.
The main purpose of this study is to investigate the effects of selling strategies on the sales performance of a company. This paper briefly reviews selling strategies and the sales performance literature. It investigates how selling strategies impact sales performance in the literature and then presents statistical evidence via a case study. The findings of this study clearly show that managers' perception of the adoption of strategies on the part of the selling firm is associated with the adoption of some specific classes of behaviors i. Based on the limitations of our study, future research could expand the generalizability of the model by conducting a much larger survey across a number of firms in different industries with a representation of different selling situations. The findings emphasize the role of developing effective selling strategies to improve sales performance.
When a company finds itself unable to execute strategy, all too often the first reaction is to redraw the organization chart or tinker with incentives. Far more effective would be to clarify decision rights and improve the flow of information both up the line of command and across the organization. Then, the right structures and motivators tend to fall into place. From this data they have distilled—and ranked in order of importance—the top 17 traits exhibited by the organizations that are most effective at executing strategy. The single most common attribute of such companies is that their employees are clear about which decisions and actions they are responsible for. As a result, decisions are rarely second-guessed, and accurate competitive information quickly finds its way up the hierarchy and across organizational boundaries.
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Par moore randy le dimanche, novembre 13 , - Lien permanent. Download eBook. The purpose of the research was to find out what sales winners do differently in Many sellers are told they must build, and practice, perfect delivery of their Unique Selling Proposition, or USP.
Слышались и другие голоса - незнакомые, ненужные. Он хотел их отключить. Для него важен был только один голос, который то возникал, то замолкал. - Дэвид, прости. Он увидел пятна света. Сначала слабые, еле видимые на сплошном сером фоне, они становились все ярче. Попробовал пошевелиться и ощутил резкую боль.
Да, убит. - Но… но это невозможно! - У немца перехватило дыхание. - Я там. У него случился инфаркт. Я сам. Никакой крови. Никакой пули.
Трудно было даже пошевельнуться: события вчерашнего дня вычерпали все ее силы без остатка. - Дэвид… - тихо простонала. Ответа не последовало. Она открыла глаза, не в состоянии даже протянуть руку.
Готова спорить на любые деньги, что он. Чутье мне подсказывает. - Второе, что никогда не ставилось под сомнение, - это чутье Мидж.
Тут что-то не так, - наконец сказала. - Не думаю, что это ключ. Фонтейн глубоко вздохнул.
Он закрыл глаза, и воспоминания хлынули бурным потоком.
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No matter what the size of your business is, you have to keep in mind that it is essential for you to create sales strategies that can work for your advantage.