Description

Book Synopsis
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

Table of Contents
Introduction to ExpressExec.

Introduction to Sales Rewards and Incentives.

What are Sales Rewards and Incentives.

The Evolution of Sales Rewards and Incentives.

The E-Dimension.

The Global Dimension.

The State of the Art.

In Practice.

Key Concepts and Thinkers.

Resources.

Ten Steps to Making Sales Rewards and Incentives Work.

Frequently Asked Questions.

Index.

Sales Rewards and Incentives: Sales 12.07

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    A Paperback / softback by John G. Fisher

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      View other formats and editions of Sales Rewards and Incentives: Sales 12.07 by John G. Fisher

      Publisher: John Wiley and Sons Ltd
      Publication Date: 26/02/2003
      ISBN13: 9781841124605, 978-1841124605
      ISBN10: 1841124605
      Also in:
      Sales and marketing

      Description

      Book Synopsis
      The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

      Table of Contents
      Introduction to ExpressExec.

      Introduction to Sales Rewards and Incentives.

      What are Sales Rewards and Incentives.

      The Evolution of Sales Rewards and Incentives.

      The E-Dimension.

      The Global Dimension.

      The State of the Art.

      In Practice.

      Key Concepts and Thinkers.

      Resources.

      Ten Steps to Making Sales Rewards and Incentives Work.

      Frequently Asked Questions.

      Index.

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