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Acknowledgements
About This Book
Changes From Adapted Sources
1.0 Learning Outcomes
1.1 What is Sales Management
1.2 Nature and Types of Selling
1.3 Other Types of Selling
1.4 What Does It Take to Be in Sales?
1.5 What Kind of Job Can I Get in Sales?
1.6 Sales: A Great Career
1.7 The Social Style Matrix
1.8 Selling U: Networking – The Hidden Job Market
1.9 Selling U: Developing and Communicating Your Personal FAB
1.10 Key Takeaways & Terms
1.11 Test Your Knowledge
1.12 Exercises
1.13 Chapter References
2.0 Learning Outcomes
2.1 Buying 101
2.2 Maslow’s Hierarchy of Needs
2.3 Business-to-Business (B2B) Buying
2.4 How the Buying Process Works
2.5 Buying Process Meets FAB
2.6 Key Takeaways & Terms
2.7 Test Your Knowledge
2.8 Chapter References
3.0 Learning Outcomes
3.1 It’s a Process: Seven Steps to Successful Selling
3.2 Solving, Not Selling
3.3 The Seven Steps of Selling
3.4 Prospecting: A Vital Role in the Selling Process
3.5 Go Fish: Resources to Help You Find Your Prospects
3.6 Researching Your Prospect: Going Deeper
3.7 Qualifying Your Prospects
3.8 Key Takeaways & Terms
3.9 Test Your Knowledge
3.10 Exercises
3.11 Chapter References
4.0 Learning Outcomes
4.1 Ready, Set, Communicate
4.2 Types of Communication
4.3 Your Best Behaviour
4.4 Key Takeaways & Terms
4.5 Test Your Knowledge
4.6 Chapter References
5.0 Learning Outcomes
5.1 Setting Objectives: Getting SMART about Sales Calls
5.2 Approach – The First Impression
5.3 Dress the Part
5.4 How to Start Off on the Right Foot
5.5 Choosing the Best Approach for the Situation
5.6 Gatekeepers
5.7 Key Takeaways & Terms
5.8 Test your Knowledge
5.9 Exercises
5.10 Chapter References
6.0 Learning Outcomes
6.1 Preparation: Your Key to Success
6.2 Making Your Presentation Work
6.3 How to Use SPIN Selling in Your Sales Call
6.4 Putting It All Together
6.5 Objections Are Opportunities to Build Relationships
6.6 Types of Objections and How to Handle Them
6.7 Selling U: How to Overcome Objections in a Job Interview
6.8 Key Takeaways & Terms
6.9 Test Your Knowledge
6.10 Exercises
6.11 Chapter References
7.0 Learning Outcomes
7.1 Closing Starts at the Beginning
7.2 Collaborate to Negotiate
7.3 Trial Closes
7.4 Selling U: Negotiating to Win for Your Job Offer
7.5 Follow-Up: The Lasting Impression
7.6 Customer Satisfaction Isn’t Enough
7.7 Selling U: What Happens after You Accept the Offer?
7.8 Key Takeaways & Terms
7.9 Test Your Knowledge
7.10 Exercises
7.11 References
8.0 Learning Outcomes
8.1 Recruitment
8.2 The Recruitment Plan
8.3 Recruitment Strategy
8.4 Job Analysis and Job Descriptions
8.5 Recruiting Salespeople
8.6 Costs of Recruitment
8.7 Onboarding, Orienting and Training a New Employee
8.8 Need for Training
8.9 Future Proof Your Sales Teams
8.10 Key Takeaways & Terms
8.11 Exercises
8.12 Chapter References
9.0 Learning Outcomes
9.1 The Nature of Leadership
9.2 Leadership Styles
9.3 Finding Your Own Leadership Style
9.4 Managing a Global Sales Team Using a Hybrid Model
9.5 The Nature of Goals and Objectives
9.6 Motivation
9.7 Motivating Employees Through Goal Setting
9.8 Motivating Employees through Performance Incentives
9.9 Motivating the sales team during a Slowdown
9.10 Key Takeaways & Terms
9.11 Exercises
9.12 Chapter References
10.0 Learning Outcomes
10.1 Types of Budgets
10.2 Why Budgets Matter
10.3 Sales Budget
10.4 Budgeting Methods
10.5 Forecasting
10.6 Forecasting Accuracy
10.7 Sales Forecast Methods
10.8 Key Takeaways and Terms
10.9 Test Your Knowledge
10.10 Exercises
10.11 Chapter References
11.0 Learning Outcomes
11.1 Sales Analytics and Sales Metrics
11.2 Sales Metrics for eCommerce
11.3 Sales Data Analysis
11.4 Types of Analytics
11.5 Data Visualization and Dashboards
11.6 Sales Enablement
11.7 Customer Relationship Marketing
11.8 Importance of CRM
11.9 Key Takeaways & Terms
11.10 Exercises (Test Your Knowledge)
11.11 Chapter References
12.0 Learning Outcomes
12.1 Marketing Channels and Channel Partners
12.2 Typical Marketing Channels
12.3 Third-Party Sales
12.4 Channel Selection Factors
12.5 Channel Management Process
12.6 Managing Channel Conflicts
12.7 Key Takeaways & Key Terms
12.8 Test Your Knowledge
12.9 Exercises
12.10 Chapter References
Versioning History
Ancillary Resources
4.0 Learning Outcomes 4.1 Ready, Set, Communicate 4.2 Types of Communication 4.3 Your Best Behaviour 4.4 Key Takeaways 4.5 Test Your Knowledge 4.6 References
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Sales Leadership Management Copyright © 2023 by Fanshawe College is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License, except where otherwise noted.