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Sales Management - A Primer for Frontier Markets (Paperback)
Loot Price: R1,234
Discovery Miles 12 340
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Sales Management - A Primer for Frontier Markets (Paperback)
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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.
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