Sales strategy for business growth / Julian Clay and Martin Clay.

Format:

Book

Author/Creator:

Clay, Julian, author.

Clay, Martin, author.

Language:

English

Subjects (All):

Sales management.

Strategic planning.

Physical Description:

1 online resource (232 p.)

Edition:

1st ed.

Place of Publication:

London, [England] : Thorogood, 2013.

Summary:

A guide to help you to achieve goals through increasing your sales performance.

Contents:

Sales Strategy for Business Growth; About the Authors; Julian Clay; Martin Clay; Foreword; Introduction; Glossary of sales terms; Chapter 1; Responding to changes in the market; Identifying economic and market influences; Adapting a company's sales culture; Chapter summary; Chapter 2; Creating a sales and marketing strategy; Defining your marketing objectives; Analysing your sales performance; Effective branding; Chapter summary; Chapter 3; Implementing your strategy (with a sales operations plan); Evaluating performance; The sales performance evaluation process

Short, medium and long-term planningPreparing for change; Chapter summary; Chapter 4; Getting the best out of a sales CRM system; Managing sales information effectively; Combining data and knowledge to create value; Chapter summary; Chapter 5; How to improve your decision-making; Understanding behaviour; How your management style can improve sales performance; Chapter summary; Chapter 6; A strategy to manage different types of people; Management styles and forms of control; Overcoming different sales challenges; Knowing the personality types you manage; Chapter summary; Chapter 7

Teamwork and communicationWorking as part of a team; Being assertive; Communication skills; Chapter summary; Chapter 8; Working more productively; Work/life balance; Roles and responsibilities; Chapter summary; Bibliography; Chapter 1 - Responding to changes in the market; Chapter 2 - Creating a sales and marketing strategy; Chapter 3 - Implementing your strategy (with a sales operations plan); Chapter 4 - Getting the best out of a sales CRM system; Chapter 5 - How to improve your decision-making; Chapter 6 - A strategy for managing different types of people

Chapter 7 - Teamwork and communicationChapter 8 - Working more productively

Notes:

Description based upon print version of record.

Includes bibliographical references.

Description based on online resource; title from PDF title page (EBC, viewed November 29, 2017).

ISBN:

1-85418-815-1