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Sales Management : A Primer for Frontier Markets by Abednego Feehi Okoe Amartey, Robert E. Hinson and Ogechi Adeola (2018, Trade Paperback)
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Sales Management : A Primer for Frontier Markets, Paperback by Hinson, Robert E.; Adeola, Ogechi; Amartey, Abednego Feehi Okoe, ISBN 1641133465, ISBN-13 9781641133463, Brand New, Free shipping in the US
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About this product
Product Identifiers
PublisherInformation Age Publishing, Incorporated
ISBN-101641133465
ISBN-139781641133463
eBay Product ID (ePID)19038398216
Product Key Features
Number of Pages242 Pages
LanguageEnglish
Publication NameSales Management : a Primer for Frontier Markets
Publication Year2018
SubjectSales & Selling / Management, Customer Relations, Sales & Selling / General
TypeTextbook
Subject AreaBusiness & Economics
AuthorAbednego Feehi Okoe Amartey, Robert E. Hinson, Ogechi Adeola
FormatTrade Paperback
Dimensions
Item Height0.5 in
Item Weight12.2 Oz
Item Length9.2 in
Item Width6.1 in
Additional Product Features
Intended AudienceScholarly & Professional
LCCN2018-028174
Dewey Edition23
IllustratedYes
Dewey Decimal658.8/1
SynopsisThe book explores innovative sales strategies in frontier markets, emphasizing building customer relationships over persuasive arguments. It covers consultative selling, sales force management, leadership qualities, CRM, and SFA systems, with insights from African sales experts, case studies, and quizzes for students and practitioners., 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.
LC Classification NumberHF5438.25.H556 2018
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