Close
Enter your search into one or more of the boxes below:
You can refine your search by selecting from any of the options below:
Search
Customer-Oriented Sales Management Practices

Customer-Oriented Sales Management Practices (Paperback)

£29.99
Unavailable. Replaced by new version by new supplier.
Unavailable

Synopsis

A Salesperson's customer orientation or customer-oriented selling is becoming increasingly important in today's demand-driven markets. Recent studies suggest that less than half of the customers in the US consider their salespersons equipped to understand their needs and fulfill these needs. This is an alarming signal for not only the customer organizations but also for the selling organizations worldwide. Selling processes are changing. However, customer demands and preferences are probably changing faster. The selling organizations today and its practices are too process-driven and efficiency-oriented, and it is time these processes go beyond being just efficiency-oriented, and start becoming customer-oriented. With the above priorities in mind, today's organizational sales force needs not just fine-tuned training tools, which makes them more productive incrementally. In reality, a totally new paradigm is required for aligning the worlds of buying and selling. This alignment brings not just customer-orientation into the perspective, but also goes beyond the efficiency and effectiveness orientations that have defined the sales processes and sales organizations for too long.

With too many customers to care for, and too little time to spend in the field, the sales force is always in need of leveraging their time in the field, and their organizations are always on the lookout for best practices in the selling world. However, unless the selling and buying are aligned, and synchronous with one another, any incremental gain in efficiency is almost meaningless, for both customers and the sales organizations. The purpose of this book is to outline the important steps that must be considered and adhered to during the selling processes at the sales force level as well as the sales management level. Perhaps the most important aspect covered within this book is that the best sales management practices are actually very fundamental in nature, and following these fundamental mantras can make the worlds of buying and selling more aligned, and makes the world of selling a much more customer-oriented practice. Each of the book chapters underlines this philosophy, and illustrates the various fundamental concepts through case examples from around the world.

BusinessBusiness & managementManagement & management techniquesManagement of specific areas & peopleBusinessBusiness & managementSales & marketing Publisher: Business Expert Press Publication Date: 01/12/2014 ISBN-13: 9781606492888  Details: Type: Paperback Format: Books
Availability: Unavailable. Replaced by new version by new supplier.  

Singh Ramendra Calcutta, India, Assistant Professor (Marketing), Indian Institute of Management

More books by Ramendra Singh

Leave Review

Delivery

Delivery Options

All delivery times quoted are the average, and cannot be guaranteed. These should be added to the availability message time, to determine when the goods will arrive. During checkout we will give you a cumulative estimated date for delivery.

Location 1st Book Each additional book Average Delivery Time
UK Standard Delivery FREE FREE 3-5 Days
UK First Class £4.50 £1.00 1-2 Days
UK Courier £7.00 £1.00 1-2 Days
Western Europe** Courier £17.00 £3.00 2-3 Days
Western Europe** Airmail £5.00 £1.50 4-14 Days
USA / Canada Courier £20.00 £3.00 2-4 Days
USA / Canada Airmail £7.00 £3.00 4-14 Days
Rest of World Courier £22.50 £3.00 3-6 Days
Rest of World Airmail £8.00 £3.00 7-21 Days

** Includes Austria, Belgium, Denmark, France, Germany, Greece, Iceland, Irish Republic, Italy, Luxembourg, Netherlands, Portugal, Spain, Sweden and Switzerland.

Delivery Help & FAQs

Returns Information

If you are not completely satisfied with your purchase*, you may return it to us in its original condition with in 30 days of receiving your delivery or collection notification email for a refund. Except for damaged items or delivery issues the cost of return postage is borne by the buyer. Your statutory rights are not affected.

* For Exclusions and terms on damaged or delivery issues see Returns Help & FAQs

You might also like

Managing Innovation in the Digital World
(Paperback)
Esther Baldwin; Martin Curley
 
£27.50
£24.99
9%
Corporate Sustainability: Inclusive...
(Paperback)
Jan Jaap Bouma; Teun Walters
 
 
£29.99
 
Total Quality Management: Concepts,...
(Paperback)
Sunil Sharma
 
£30.00
£17.99
40%
Crowdfunding: Fundamental Cases,...
(Paperback)
Douglas J. Cumming; Sofia A. Johan
 
 
£98.95
 
Latest Blog
Read an extract from Olivia Sudjic's Sympathy
26/04/2018

Olivia Sudjic's debut novel Sympathy has been called the first great Instagram novel. Read an extract from this story of obsession and identity.

#FoylesFive: Portugese Foyles Five
25/04/2018

With the anniversary of the Carnation Revolution upon us, Gary from our Fiction department shares a few tips for getting to know Portugal better...

Max Porter on the Portobello Prize
24/04/2018

What makes great non-fiction? And how do you tell a true story? To celebrate the inaugural Portobello Prize for Narrative Non-Fiction, on 1st May 2018 we're hosting an evening with Portobello Books — a panel discussion on the nature of non-fiction writing in today's literary landscape, followed by the announcement of the first ever winner of the Prize.

View all Blog Entries
Twitter
Show/Hide Tweets
© W&G Foyle Ltd