Sales Management: A Primer for Frontier Markets - Couverture souple

Robert E. Hinson (author), Ogechi Adeola (author) & Abednego Feehi Okoe Amartey (author)

Couverture souple

ISBN 10 : 1641133465 ISBN 13 : 9781641133463

Editeur : Information Age Publishing, 2018

Synopsis

In a fast-moving era of increased international competition, frontier markets must devise innovative ways to meet demanding sales targets and maintain profitability. These efforts will only succeed when local businesses abandon the concept of sales as a checklist of persuasive arguments that lead a customer to make a purchase and accept that building enduring customer relationships is the key to achieving sales goals. To understand what it means to sell successfully, sales representatives must develop a solid foundation in selling skills and an understanding of the critical elements needed to achieve sales goals.

By delving into the foundational concepts related to leveraging sales as a tool for organisational profit, the authors give readers important insights into the critical elements of the sales process, including consultative selling, sales force management, qualities of effective leadership in sales, and the use of technological tools such as Customer Relationship Management (CRM) and Sales Force Automation (SFA) systems.

This book includes insightful contributions from leading sales and marketing practitioners across the continent of Africa on characteristics of successful salespeople and how to recruit them, the crucial role of sales leadership, sales team training methods and strategies for developing customer relationship management programs. Case studies tie theory to practice and short quizzes help readers test their understanding of the material. Written in an accessible and reader-friendly format, this book is primarily aimed at undergraduate students with a secondary audience comprised of postgraduate students and business practitioners.

A propos du livre

À propos de l'auteur

Robert E. Hinson, University of Ghana Business School, Ghana.

Ogechi Adeola, Lagos Business School, Pan-Atlantic University, Nigeria.

Abednego Feehi Okoe Amartey, University of Professional Studies, Accra, Ghana

Détails de l'édition

• Éditeur: Information Age Publishing
• Date d'édition: 2018
• Langue: anglais
• ISBN 10: 1641133465
• ISBN 13: 9781641133463
• Reliure: Broché
• Nombre de pages: 242
• Coordonnées du fabricant: non disponible
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