Sales Management

Make Rain is a business book that helps salespeople, professionals and entrepreneurs sell more in a shorter space of time. The book looks at the mindset and practice of Rainmakers, the top 20 percent of individuals who seem to bring in the lion's share of the revenue into the firms they work for. Make Rain is split into 180 unique insights into how the Rainmakers do it. Each insight is designed to challenge and encourage the reader to change their thought patterns and habits in order to be successful in business and in life.

“This book fills a gap in the crowded library of books on sales. It is very different from all the other books and in many ways it is also much better. Make Rain is a collection of short one and a half page inspirational messages. Each message can stand alone, so the reader will get value already after the first couple of pages. The value of the book simply accumulates as you turn each page. No other book in my library of books on sales can make such a claim! Make Rain is a great book to have with you everywhere. You can use any break in the day to consume a message or two, but do yourself a favour and think carefully about the messages you read. Each of the messages actually has the potential to change your life – for the better.” Hans Peter Bech, Author of the Amazon #1 bestseller Building Successful Partner Channels.

People abused by angry discipline as children, may tend to abuse or overly punish other people or themselves for perceived wrongs in their adult life. In some individuals, aggressive personality traits may be genetically inherited. The aggressive personality may feel weakened by having guidelines or boundaries for anger. Anger is a normal human emotion, and these guidelines can help express anger in a healthy way.

The cognitive mental functions give humans a particular advantage in terms of creative solution development. Humans are constantly engaging in a process of internal dialogue across a variety of subject areas. Mental distress may be at least partly remedied by verbalizing, understanding, and perhaps modifying the internal dialogue. In persons suffering from chronic dependency as well as anxiety and depression the described technique may be useful.

It is important for students to develop tangible tools that they are learning in B-School. Too often, students take a finance class and never use the concepts outside of the classroom. If they are going to have any interactions with clients, prospects, or executives, they have to learn how to speak the language that these senior executives speak. This presentation shows how I teach my students to Think Like a CEO.

Siguiendo una tradición que tiene su origen en el derecho romano, durante la edad media fue frecuente la publicación de compilaciones, generalmente de carácter privado, de formularios que eran usados como modelo para la realización de negocios jurídicos varios 1. La mayoría de este tipo de testimonios tiene un origen franco, 1 El empleo de este tipo de documentos privados se extiende por el mundo romano, a pesar de la oralidad en la que se basa el procedimiento originario, partiendo de los documentos de emancipación y estipulación. La utilización de la forma escrita se extiende a partir del periodo postclásico. En este sentido, la influencia griega es determinante a la hora de considerar la validez constitutiva de la forma escrita, más allá de la simple consideración probatoria, práctica derivada del tráfico con peregrini y el ius gentium, Steinacker, Die antiken Grundlagen der frühmittelalterlischen Privaturkunde. Berlin (1927), pg. 121. Este proceso de aproximación a las instituci...

This paper aims to examine the effect of strategic alignment of Sales and Human Resources Management (HRM) in creating a corporate sustainable competitive advantage. Our paper notes that a product of such a collaborative/competitive association signifies the organizational consensus on the significance of synthetic, personalized HRM services towards an effective implementation of relational marketing strategies and practices. The paper expands on the significance of the role of the HR business partner as key towards an effective strategic alignment of sales and HRM. The conceptual model was tested to represent the proposed relationships among the related variables. Data were collected from a total of 87 usable questionnaires representing the views of line management of Greek and international firms operating in Greece. The three hypotheses of the study tested were analyzed by SPSS 20 software adopting principal component analysis as an extraction method resulting from a factor analysis. The rotation method applied was varimax with Kaiser Normalization. Finally, an analysis of variance (ANOVA) was applied in analyzing the differences among group means in the sample. The survey embedded a qualitative confirmatory case study, purporting to originate from top management regarding the effect of strategic alignment of sales and HRM upon their competitive advantage. Our findings proved that without successfully aligning HRM and sales, relational marketing strategy and implementation, services as well as relational quality will be impaired and therefore potential for corporate sustainable competitive advantage will be lost. Index Terms-Human resources management, HR business partner, relational sales, strategic alignment.

Customers are increasingly attracted towards different e-commerce websites and applications for the purchase of products significantly. This is the reason the sellers are moving to different internet based services to sell their products online. The growth of customers in this sector has resulted in the use of big data analytics to understand customers' behavior in predicting the demand of items. It uses a complex process of examining large amount of data to uncover hidden patterns in the information. It is established on the basis of finding correlation between various parameters that are recorded, understanding purchase patterns and applying statistical measures on collected data. This paper is a document of the bottom-up strategy used to manage the selling price of a first-time product for maximizing profit while selling it online. It summarizes how existing customers' expectations can be used to increase the sale of product and attract the attention of the new customer for buying the new product.

The new economy, by the courtesy of the information age, requires knowledge-based organizations and in turn new leaders to quickly respond to changes in resources, technologies, marketing and distribution systems. By the same token, the notion of leadership has shifted from a parochial point of view towards a more humanistic and vivid multi-dimensional angle of vision. In this context, transactional and transformational leadership styles in right combination are the source of guidance through the dynamic leadership journey and drawing upon the triple entente of rational, emotional and spiritual intelligence as well will benefit mutual parties – both at individual and organizational level, in terms of effective leadership processes and increased performance outcomes.

The Business-to-Business (B2B) sales environment is facing unprecedented changes due to an increasing trend of digitisation and of late the changed buying behaviours during COVID-19. This revolution in B2B sales has reconceptualised all aspects of sales ranging from internal control to customer engagement. In such times, LinkedIn serves as an important platform for professional usage to maintain pace with the dynamic technology, increased data reliance, and online networking. Practitioners and academics alike have emphasised on LinkedIn as a noble tool for B2B sales. Since the research in this particular area is disintegrated and lacks common constructs, this study has focused on evaluating online B2B sales through LinkedIn. The three wide concepts researched are the efficacy of LinkedIn in B2B sales, the main application of LinkedIn in the sales process, and the effective performance evaluation metrics. The study further discusses the efficacy of LinkedIn as a B2B sales tool and identifies the factors affecting its performance through a factor analysis technique. We opted for a systematic literature review followed by a questionnaire-based survey among B2B salespeople and executives. Significant theoretical and managerial contributions were made through critical analysis of the extant literature and statistics found by the survey. The findings indicate that there are four major factors that affect the efficacy of LinkedIn in B2B sales. Furthermore, the findings have advanced the current understanding of the role of LinkedIn in achieving sales objectives. This research conceptualises the use of LinkedIn in building networks and enhancing B2B sales performance. The study concludes on recommending future directions and practical implications that can be adopted by researchers and practitioners.

Two key issues in business-to-business (B2B) sales force management are (1) how much a given sales job should
be compensated (pay level) and (2) how much of the compensation should be fixed versus variable (pay structure).
The authors examine the paychecks drawn by people in more than 14,000 selling jobs and more than 4000 sales
management jobs in five B2B industry sectors in five European countries. They show that pay levels and structures
reflect an apparent balancing of two conflicting pressures: the economic imperative (to reward better performers by
heightening pay dispersion) and the compensation differential compression resulting from high tax regimes. In particular, B2B firms appear to use variable pay as a way to lessen the salary differential compression impact of high tax regimes on salesperson motivation. Furthermore, similar to chief executive officers, sales managers can have an important multiplier effect that justifies paying them at increasing rates as job challenge rises.

Purpose
The purpose of this paper is to comprehensively explore marketing issues for foreign industrial companies of large, small and medium size entering emerging markets (EMs), particularly transition economies in Eastern Europe. The vast majority of current studies about emerging markets focus only on defining suitable strategies related to large consumer goods corporations.

Design/methodology/approach
The research adopted a multiple case study approach. Five Italian companies belonging to different business-to-business industries that have entered emerging countries in Eastern Europe were selected for investigation.

Findings
Empirical analysis uncovered recurring issues related to: institutional factors causing market uncertainty and instability; difficulties in building a sales network; a need for product adaptation to guarantee satisfactory performance; choices related to communication, branding and trade fairs; and considerations about competition and first mover advantage. Results can be interpreted as an extension of the analysis of institutional voids by Khanna and Palepu (1997).

Research limitations/implications
The study is based on the analysis of five case studies of companies operating in specific emerging markets, namely in Eastern Europe Countries (EEc) Further research based on different samples and different emerging countries is needed before generalizing results.

Practical implications
The study shows that the main institutional void affecting business-to-business companies entering emerging markets (EEc) is the lack of locally developed sales and after-sales networks. This institutional void slows the entry process of business-to-business companies in EMs. Given these constraints, from the perspective of business-to-business SMEs, it may be fruitful to pursue niche positioning in EMs.

Originality/value
The study analyzes emerging markets opportunities and entry strategies from the business-to-business marketing perspective, uncovering the most critical issues.

The purpose of this study is to examine the turnover intentions of female employees working in the marketing department in the retail sector as an aisle salesperson. The Expectation Theory was applied as a frame for understanding the motivations of these employees' voluntarily leave intentions. In this study, face-to-face interviews were made with a semi-structured interview form. Data was collected from the female employees of a company that has 24 branches in Ankara, and 6 in different cities in the grocery retailing industry with 171 employees. The qualitative data were analyzed with the QDA Miner program and then interpreted. According to the results, the motivation level of female employees is affected by their moral expectations as well as their financial expectations. For reducing the female turnover rate, organizations should apply the motivation tools and take the necessary measures.

The role of quality management in the organizational spheres cannot be sidelined as it streamlines functional protocols of the firm. Multinational corporations specifically ensure eradication of shortcomings in terms of product quality and service. Specifically, multinational beverages companies in the Pakistani market are continuously striving to optimize quality bar for attaining competitive edge. The respective study focuses on the four contemporary quality management practices, and determines its effects on the customer focus – a sphere of Balanced Scorecard Approach. Organizational support has been also configured in this regard as it has the propensity to engage internal and external employees. The data of two hundred and sixty-two respondents was analyzed using Structural Equational Modelling (SEM) on SmartPLS. The focus remained to examine sequential path analysis of the proposed framework. The outcomes affirmed causality among the constructs.

Задачи повышения эффективности работы отдела продаж актуальны для большинства российских компаний. Ключевым сотрудником отдела продаж является менеджер по продажам, от профессиональной успешности которого зачастую зависит успех всей компании. В статье анализируются критерии, которые определяют успешность менеджера по продажам, и их взаимосвязь с показателями успешности — объемом продаж и увеличением числа клиентов. Статья представляет интерес для руководителей отделов продаж и сотрудников кадровых служб, проводящих отбор персонала. В 1990-х гг. в российской экономике произошла смена принципов хозяйствования. На смену плановой социалистической экономике пришли принципы рыночной конкуренции. С предоставлением предприятиям экономической самостоятельности в 1989–1990 гг., и особенно после завершения периода приватизации и бурного роста посреднических торговых предприятий (1993–1994 гг.) возникла необходимость в налаживании собственной системы сбыта и организации отделов продаж. В рыночных условиях эффективная работа отдела продаж является одним из ключевых факторов, определяющих экономическое положение всего предприятия. В то же время успешность работы отдела продаж зависит, прежде всего, от продавцов, осуществляющих прямые продажи. В российской практике бизнеса, по традиции, сотрудник, осуществляющий прямые продажи покупателю, т. е. выполняющий обязанности продавца или агента по продажам, именуется менеджером по продажам, хотя в функции линейного сотрудника отдела продаж не входит управление (а именно управление является ключевой обязанностью менеджера, согласно классическому значению этого слова). Тем не менее в данной статье мы будем использовать выражение «менеджер по продажам», принятое в большинстве компаний для обозначения данной специальности. Несмотря на то что потребность рынка в менеджерах по продажам огромна, профессиональный отбор кандидатов на эту должность зачастую осуществляется крайне неэффективно. В связи с этим возникают сложности с созданием программ дальнейшего профессионального развития и саморазвития сотрудника, в которых учитывались бы его индивидуальные особенности. Кроме того, наибольшая «текучесть» кадров наблюдается именно среди работников этой профессии, что отнюдь не способствует повышению эффективности работы отдела продаж и предприятия в целом. С одной стороны, менеджер по продажам является ключевым сотрудником, от успешной работы которого зависит коммерческий успех предприятия. Профессия менеджера по продажам требует от человека специфических личностных черт, таких, например, как социальная ответственность, самоуважение, моральный прагматизм и т. д. Следовательно, специфические психологические свойства личности сотрудника отдела продаж должны приниматься во внимание при отборе кандидатов на эту должность. С другой стороны, в настоящее время взаимосвязь профессиональной успешности менеджера по продажам и его профессиональных и личностных характеристик исследована недостаточно. Большинство приводимых в литературе данных о личностных качествах, необходимых продавцу и определяющих его успешность, не подтверждены результатами исследований. Сотрудники кадровой службы практически не проявляют интереса к выявлению данных черт у кандидатов, поскольку опираются на привычные собеседования и известные тесты. Это объясняет существующую ситуацию, при которой значительные усилия руководителей отделов продаж и кадровой службы направляются на поиск и отбор сотрудников, а также на построение эффективных систем мотивации персонала, в то время как характеристики менеджеров по продажам остаются вне поля зрения из-за недостаточной изученности обозначенной взаимосвязи. В теории менеджмента вопросам подбора персонала уделяется особое внимание. В то же время отмечается, что собеседования до сих пор являются наиболее распространенным методом отбора кадров. Вместе с тем исследования выявили целый ряд проблем, снижающих эффективность

In this paper we analyze the evolution of the role of the sales manager and of the sales force in a relational perspective of value creation in business-to-business contexts, included in the sale of prescription drugs, in Italy. The empirical research and the strategic implications are to highlight the importance of the customer-supplier relationship in business to business context and the role of the sales force in managing long-lasting relationships with customers. The work ends with the study of a task force model for easier market access by pharmaceutical companies and an expected value proposition through the sharing of knowledge and the creation of partnerships.

There are several kind of Account Plans, from the most simple to the most basic. My position is that the Account Plan should be to the point. this is not a visit report or CRM database. Should have only the necessary info and details so that those assigned or anyone reading it should have a clear info of what's expected out of the plan (where we stand - where we aim)

New developments and trends in selling and sales management are creating demands and opportunities that require adaptation and new approaches on the part of both sales organizations and academic researchers. This paper summarizes critical dimensions of change in the environment that affect the practice of selling and sales management and introduces the papers that follow in this Anniversary Special Issue of JPSSM.

Few B2B marketers would debate the value of customer references, yet most manage them in an ad hoc fashion, limiting their application to sales opportunities. But when managed as a broader management initiative, customer references add payoff to a wider range of investments.

Key Findings 

Customer references represent a trusted source of information with no agenda. Hence, they play a pivotal role in mitigating the risk of a buyer's purchase decision. And the tighter the match, the more quickly risk is diluted.

Many digital marketers are adopting commercial advocacy marketing solutions as a way to scale and amplify customer testimonials over the social Web. These tools are also proving effective as a reliable channel for populating customer reference programs.

Customer references comprise one of marketing's most valued assets. Yet, program strategies are sorely lacking. Even large marketing organizations with substantial staffs often lack an approach for how their customer reference programs are designed, implemented and measured.

This is a concept note for the establishment of a business incubation facility at University, to be named, University Business Incubation Centre (University-BIC). The centre will provide three type so services, namely, innovation, financing and mentorship. The centre will utilize a single hall, which will be transformed into an open office plan, as well as conference centre for events. The centre will be funded by income generating activities, as well as donations.  The total capital costs are projected at UGX. 17,852,500, that is, equipment costs, plus 3 months operating expenses. The project will earn an annual profit of  Ugx.9,050,000 and hence break even in approximately 2 years.

Καμία επιχείρηση δεν μπορεί να αναπτυχθεί χωρίς τη συμβολή αποτελεσματικών πωλητών. Η κατανόηση της επαγγελματικής ικανότητας πώλησης είναι, επομένως, ένα από τα πιο αξιόλογα προσόντα όχι μόνο για πωλητές πρώτης γραμμής αλλά και για όποιο άτομο του οποίου το επάγγελμα επηρεάζει το πιο σημαντικό στοιχείο μιας εταιρίας-τους πελάτες της. Επομένως, όποια κι αν είναι η περίπτωση, φοιτητής, πελάτης σε κατάστημα ρούχων, έμπειρος αγοραστής σε πολυεθνική εταιρία, ολόκληρη διοικητική επιτροπή ή διευθυντικό στέλεχος υπεύθυνο για τον προϋπολογισμό ενός οργανισμού, πρέπει να αναπτύξετε τις απαραίτητες ικανότητες που θα συμβάλλουν στην πιο γρήγορη επίτευξη πωλήσεων. Το βιβλίο αυτό βοηθά να αξιολογήσετε τις υφιστάμενες ικανότητές σας στις πωλήσεις και ακολούθως σας καθοδηγεί σε κάθε διάσταση της διαδικασίας πώλησης, από τις πιο αποτελεσματικές μεθόδους έναρξης στους καλύτερους τρόπους ικανοποίησης των πελατών σας και στη διαχείρηση μιας ομάδας πωλήσεων. Σας οδηγεί από την πρώτη τηλεφωνική επικοινωνία με έναν καινούριο πιθανό πελάτη και το σχεδιασμό της εκστρατείας πώλησής σας στην επίτευξη μιας πώλησης και στην τήρηση των υποσχέσεών σας. Επίσης, αναφέρεται στο χειρισμό των κύριων/μεγαλυτέρων σας λογαριασμών-των πιο σημαντικών σας πελατών, που συνήθως παρέχουν μέχρι και το 80% των συνολικών εσόδων ενός οργανισμού-και περιγράφει το σχεδιασμό και την οργάνωση τέτοιων λογαριασμών ούτως ώστε να διασφαλίζεται η αφοσίωση των πελατών και η συνεχής ροή αναμενόμενων, επικερδών πωλήσεων. Η Ρία Νικολέττη Μορφίτου είναι Αναπληρώτρια Λέκτορας Μάρκετινγκ και Διοίκησης στο Πανεπιστήμιο Λευκωσίας. Έχει λάβει τα επαγγελματικά προσόντα της στο χώρο του Marketing και H.R. Είναι διαπιστευμένη Ανώτερη Σύμβουλος Επιχειρήσεων από το Ινστιτούτο Τεχνολογίας και από τον Οργανισμό Ανάπτυξης Ανθρώπινου Δυναμικού στην Κύπρο. Έχει ενεργά εργαστεί ως Σύμβουλος Επιχειρήσεων τα τελευταία 15 χρόνια με σημαντικό πελατολόγιο που περιλαμβάνει κορυφαία ιδιωτικά και ημι-κυβερνητικά ιδρύματα και οργανώσεις. Έχει, επίσης, συμμετάσχει ενεργά σε ευρωπαϊκά προγράμματα υποστήριξης της γυναικείας επιχειρηματικότητας και έχει εκδώσει μεγάλο αριθμό επιστημονικών άρθρων στο εξωτερικό.

Banyaknya muslim entrepreneur mengalami kekalahan dalam menjalankan usaha ditengah persaingan bisnis dalam era globalisasi, khususnya muslim entrepreneur di Indonesia yang disebabkan banyaknya kelemahan dalam memahami suatu organisasi bisnis, menghasilkan dan mengelola revenue (pendapatan penjualan), menganalisa pesaing, memahami dan menguasai manajemen resiko, serta pole pikir dan wawasan sebagai pemilik bisnis.

E-book ini bertujuan memberikan penjelasan dan pemahaman serta bagaimana mengimplementasikan business acumen dalam suatu organisasi untuk mencapai pertumbuhan dan mengalahkan pesaing sehingga bisa menguasai pasar eksisting dan potensial pasar yang memiliki pertumbuhan serta menjadi Pemimpin Pasar pada bidang yang dijalankan.

Business acumen akan membahas pada elemen yang menjadi kekuatan dari suatu bisnis dan organisasi yang terlibat dalam menjalankan usaha tersebut, serta mengelolanya dengan menambahkan beberapa topic penting lainnya seperti; Bagaimana Kas Dihasilkan dan Mengapa Hal Tersebut Sangat Kritis, Kebutuhan Pasar dan Bagaimana Mempertahankan Konsumen, Kecepatan dan Proses dalam Pengelolaan Persediaan dan Modal, Menyelaraskan Tujuan Karyawan dengan Organsiasi, Meningkatkan Peluang dan Mobilitas Secara Signifikan, Memahami Faktor-faktor Pendukung Pertumbuhan Bisnis, Memahami Tujuan Disusunnya Laporan Keuangan, Mempelajari Penentuan dan Penggunaan Price/Earning.