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Luis R. Gomez-Mejia (author), Pascual Berrone (contributor), Monica Franco-Santos (contributor) This research-oriented textbook focuses on the relationship between compensation systems and overall firm performance. In contrast to more traditional compensation texts, it provides a strategic perspective to compensation administration rather than a functional viewpoint. The text emphasizes the role of managerial pay, its importance, determinants, and impact on organizations. It…
Authors Bill Donaldson, Javier Marcos Cuevas, Régis Lemmens Professional selling and sales management have become more complex and multifaceted than ever before, but also a more exciting and stimulating function and profession. Sales Management provides a comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fully updated and revised fourth edition of this highly…
by Professor Malcolm McDonald, Dr Beth Rogers This book explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and…
These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into five broad themes: sales performance, customer management, capability development, behavioural studies and systems and processes. Each paper has a summary at the start. Sales performance…
Antonio Garcia Martinez Billed as “an adrenaline-fuelled exposé of life inside the tech bubble”, Chaos Monkeys lays bare the secrets, power plays and lifestyle excesses of the visionaries, grunts, sociopaths, opportunists and money cowboys who are revolutionising our world. Author Antonio García Martínez left Wall Street to make his fortune in Silicon Valley, becoming CEO of his own startup, before…
Duncan Clark Alibaba is a Chinese e-commerce company that provides consumer-to-consumer, business-to-consumer and business-to-business sales services via web portals. It also provides electronic payment services, a shopping search engine and data-centric cloud computing services. Alibaba’s consumer-to-consumer portal Taobao, similar to eBay.com, features nearly a billion products and is one of the 20 most-visited websites globally. This book is billed as…
Robert James Author Robert James has been a business developer tasked with selling software and services to Fortune 500, public sector and SMB accounts in search for new business since 2005. During that time, he says he has generated more than $25 million in new client revenue from cold calling and exceeded quota multiple times for five different companies. Since…
Joe Morone, Karen Benjamin and Marty Smith This book is aimed at CEOs and sales leaders who feel their organisations have not yet won their fair share of their potential market. Co-author Joe Morone tells readers: “You have great products and services. You’ve amassed a dedicated team. You have loyal clients realising tangible success with your offerings. But improving sales…
These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into four broad themes: sales performance, customer management, capability development, and behavioural studies. Each paper has a summary at the start. Sales performance A strong…
These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. Improving sales performance is the goal of any sales leadership team. In…
In the pantheon of CEOs, few people have the visibility, charisma and hunger of Bill McDermott, sole CEO of SAP SE since May 2014, the first American to hold that position. His career is a classic story of ambition and drive: from the hard-knock streets of his youth in Long Island, to his first forays in business behind the counter…
These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. In this edition, we start with three articles on sales performance….
Rightly praised as a text that exemplifies how an understanding of sales management can be firmly founded on academic rigour, the fourth edition of this book provides a comprehensive introduction to selling and sales management – of potential benefit to undergraduates, postgraduates and postgraduate practitioners alike. Case studies ground this book in the real world, while international examples make it…
Strategic alliances provide organisations with an alternative approach to delivering growth and shareholder value from either organic or acquisition-led growth. A successful strategic alliance can enable a company to grow faster and more profitably through leveraging the strengths of one or more alliance partner compared with just going it alone. Alliances are gaining recognition as a core strategy to enable…
Making the leap into sales management means meeting a whole new set of challenges, says Schwartz. As a manager, you’re going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much more. Now that you’ve been handed these unfamiliar responsibilities, you’re going to have…
This book starts with the assumption that readers know how to sell, but recognises getting CEOs and VIPs to call you back is the tricky part. Hall-of-Fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered he could get past traditional gatekeepers to reach those elusive executives by thinking outside the box and using personalized approaches he calls ‘contact campaigns.’…
This book is about not just growth, but high-growth, even explosive-growth. “The kind of growth that weather satellites can see from space,” as the author says. She adds: “The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.” This book encapsulates author Trish Bertuzzi’s three decades…
According to Weinberg, no matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. “Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals,” he says….
Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business. It’s also one of the most dreaded for the salesperson and the recipient, says Art Sobczak. Smart Calling claims to have the solution: Sobczak’s proven, never-experience-rejection-again system. While other books on cold calling dispense long-perpetuated myths such as…
