Sales & Account Management

Procurement Confidential

From $ 25.00 USD

Procurement Confidential

Format

$ 25.00 USD

Qty

{"id":8438927261954,"title":"Procurement Confidential","handle":"procurement-confidential","description":"\u003cp\u003e\u003ccite\u003eProcurement Confidential\u003c\/cite\u003e acquaints readers with the roles of Sales, Procurement, and Supply Chain in the corporate environment, highlighting the cultural, procedural, metric, and technological changes needed for these interactions to become more productive and mutually beneficial. Readers gain a deeper understanding of how Sales and Procurement functions negotiate, contract with one another, and engage in the Supplier Relationship Management process, as well as the real forces at play (i.e., WIIFM – “What’s in it for me”) that shape these outcomes.\u003c\/p\u003e\n\u003cp\u003eThe book further explores how the interface between these entities is driven by corporate measures and budgets that translate into personal metrics of success, shaping both short- and long-term relationships with suppliers and the supply chain for goods and services. Ultimately, it examines the significant impact on the economy and the success (or failure) of companies that must collaborate and compete to survive and thrive in an ever-changing world.\u003c\/p\u003e","published_at":"2024-04-05T09:44:50-04:00","created_at":"2024-04-05T09:44:50-04:00","vendor":"Wessex Press","type":"Book","tags":["Management","Sales \u0026 Account Management"],"price":2500,"price_min":2500,"price_max":4500,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":44565798945026,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"979-8-9901932-0-8","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Procurement Confidential - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":4500,"weight":0,"compare_at_price":null,"inventory_quantity":-1,"inventory_management":null,"inventory_policy":"deny","barcode":"979-8-9901932-0-8","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":44565798977794,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"979-8-9901932-1-5","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Procurement Confidential - Softcover","public_title":"Softcover","options":["Softcover"],"price":2800,"weight":0,"compare_at_price":null,"inventory_quantity":-9,"inventory_management":null,"inventory_policy":"deny","barcode":"979-8-9901932-1-5","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":45681188962562,"title":"E-Book","option1":"E-Book","option2":null,"option3":null,"sku":"0002-ECA1-6C14-1574","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Procurement Confidential - E-Book","public_title":"E-Book","options":["E-Book"],"price":2500,"weight":0,"compare_at_price":null,"inventory_quantity":-9,"inventory_management":null,"inventory_policy":"deny","barcode":"979-8-9901932-2-2","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/files\/procurement-confidential-cover.png?v=1732119714"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/files\/procurement-confidential-cover.png?v=1732119714","options":["Format"],"media":[{"alt":null,"id":34530269528322,"position":1,"preview_image":{"aspect_ratio":0.7,"height":2000,"width":1400,"src":"\/\/wessexlearning.com\/cdn\/shop\/files\/procurement-confidential-cover.png?v=1732119714"},"aspect_ratio":0.7,"height":2000,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/files\/procurement-confidential-cover.png?v=1732119714","width":1400}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003ccite\u003eProcurement Confidential\u003c\/cite\u003e acquaints readers with the roles of Sales, Procurement, and Supply Chain in the corporate environment, highlighting the cultural, procedural, metric, and technological changes needed for these interactions to become more productive and mutually beneficial. Readers gain a deeper understanding of how Sales and Procurement functions negotiate, contract with one another, and engage in the Supplier Relationship Management process, as well as the real forces at play (i.e., WIIFM – “What’s in it for me”) that shape these outcomes.\u003c\/p\u003e\n\u003cp\u003eThe book further explores how the interface between these entities is driven by corporate measures and budgets that translate into personal metrics of success, shaping both short- and long-term relationships with suppliers and the supply chain for goods and services. Ultimately, it examines the significant impact on the economy and the success (or failure) of companies that must collaborate and compete to survive and thrive in an ever-changing world.\u003c\/p\u003e"}

Wessex Key Account Fundamentals Bundle

{"id":7567347417346,"title":"Wessex Key Account Fundamentals Bundle","handle":"wessex-sam2win-bundle","description":"In this bundle, students get the ultimate combination of resources to learn how to sell to large customer accounts. It combines three incredible books on account management with an online account management simulation. The books have been carefully selected to help students learn the language, key models, principles, tools and case examples of account management using both written and video teaching methods. The simulation brings the learning to life by enabling students to compete against each other for the business of a global account, injecting a lot of fun to the student experience as well. Together, they allow students to learn and practice how to be a world-class account manager while all-the-time building their confidence in this critical area of selling. Note: each item must be bought separately. \u003cbr\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eManaging Global Accounts\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eAs globalization takes hold several things happen; customers are more demanding and sophisticated, competition gets tougher, business is more complex and fast changing, and highly competent global account managers are in short supply. The managerial challenges of competing in a global world are more difficult in orders of magnitude than competing domestically. Life is especially tough when the corporation is not centrally focused on the global customer when corporate personnel across functions and around the world do not get it. To get it means understanding at a visceral level that success or failure with global customers maybe synonymous with success or failure of the entire enterprise. Unless all employees are focused in the firms relationship with its global customers, competitors that do get it will surpass them. Indeed, competitive advantage based on building global supplier customer relationships may be longer-lasting than competitive advantage based on products or services. Companies cancel products but they less easily cancel people, especially those that have served them well. But the promise of long-run sustainable competitive advantage can be secured only if the firm truly focuses in serving the global customer. No matter where they are located, all firm employees must understand they are competing in a global world and that success with global customers is the Holy Grail. They must throw off the shackles of ethno-centrism and nationalism acquired in their youths, and embrace the global challenge. Not only should they defend their turf against global competitors but they must do what they can to make their global customers succeed. In pursuing this goal, they may develop a global account management system that in itself becomes a competitive advantage.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eThe Dictionary of Selling Terminology\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003e\u003ci\u003eThe Dictionary of Selling Terminology (DST or Dictionary) \u003c\/i\u003e provides a comprehensive reference list of the terminology and definitions used by both sellers and buyers on a global basis. The goal to address the necessity for a standardized and universal language to mitigate the confusion and ambiguity inherent in the selling and buying language due to definitional differences.\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eStandardized terminology is a common language, nomenclature, classification, or taxonomy that depends on a uniform use of correct terminology to bring clarity to terms that are unclear and could have several possible versions in the source language or several versions of translation.\u003c\/p\u003e\n\u003cp\u003eThe language of selling is not a single language. In fact, every sales organization, either for-profit or not-for-profit, has a different and unique language for the selling process based on organizational factors such as culture, industry, market sector or segment, channels, competitors, and geography.\u003c\/p\u003e\n\u003cp\u003eHowever, in order to standardize the sales language, the seller’s sales organization needs to understand the product from the buyer’s perspective. To identify the core buying emotions, sales professionals, and those serving in supporting roles to the sales organization, need to learn the language of prospective buyers and current customers — the way they talk, the way they discuss their problems, and the way they feel about certain subjects, and so on.\u003c\/p\u003e\n\u003cp\u003eBecause of the way that language works as a living entity that continually changes, it is important to note that many of the terms included in the \u003ci\u003eDictionary\u003c\/i\u003e will continue to evolve as the result of numerous factors such as culture, markets, and industries.\u003c\/p\u003e\n\u003cp\u003eBoth legacy and current terms are included in the \u003ci\u003eDictionary.\u003c\/i\u003e Numerous entries reflect the increasing influence of technology and automation on enablement and operational processes including buyer enablement, content management systems, contract lifecycle management, and customer relationship management.\u003c\/p\u003e\n\u003cp\u003eIn addition, the terms inherent in the cross-functional departments which support the sales organization are included. The cross-disciplinary terms include: Finance —revenue, gross profit, and price, and Marketing — promotion; Legal — rules, regulations, compliance, governance, and risk; Manufacturing —quality as well as numerous Ethics terms.\u003c\/p\u003e\n\u003cp\u003eSales professionals, including Chief Sales Officers, Field and Inside salespeople, Frontline Sales Managers, Chief Learning Officers, Sales Enablement and Operations Directors, Key Account Managers, Business Development Directors, as well as marketing professionals will benefit from this definitive dictionary.\u003c\/p\u003e\n\u003cp\u003eThe \u003ci\u003eDictionary\u003c\/i\u003e is also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions.\u003c\/p\u003e\n\u003cp\u003eAlso, those professionals who serve in supporting functional roles such as Finance, Legal, Accounting, Operations, Human Resources, and all of the internal and external stakeholders will gain a deeper knowledge, understanding and appreciation of what it is like to walk in the shoes of the sales professional and the buyer.\u003c\/p\u003e\n\u003cp\u003eNo one rises to the top and stays on top of their game without lifelong learning and intentional growth initiatives. If you want to be more effective and efficient in your professional role, whatever that role is, you need to study and master the craft, which includes the language.\u003c\/p\u003e\n\u003cp\u003eIf you have a suggestion on a word to add to the next edition of the Dictionary,\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/DST_new_submission_term.pdf?v=1629783904\" target=\"_blank\"\u003eplease fill out this form and send to us.\u003c\/a\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eSAM2WIN\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eMarket2Win (M2W) simulations are virtual training tools which allow the participants to take the role of a sales, finance, key account, marketing, or other departmental role under conditions defined by limited time and information to reinforce the requisite knowledge, skills, and abilities. Numerous games may be run simultaneously thus making simulations a cost-effective training method.\u003c\/p\u003e\n\u003cp\u003eThe learning methodology underlying the Market2Win simulations was designed and developed by Professor Malcolm Donald, Emeritus Cranfield University based upon his key account and marketing expertise in both an academic and business context combined with the expertise of Edmund Bradford, Managing Director, Market2Win (M2W) gained throughout his 30+ year career.\u003c\/p\u003e\n\u003cp\u003eSimulations emulate the real work environment through experiential learning. The M2W simulations are built with deep learning processes which entails all forms of learning where the participant is behaviorally and cognitively challenged. Simulations complement theoretical education by providing a dynamic, interactive risk-free learning environment.\u003c\/p\u003e\n\u003cp\u003eThe purpose is to bring “real-world” learning into live or virtual classrooms and put the participants through a myriad of different experiences and measuring performance, providing feedback and recommendations. Research shows that 70% of what is learned is from experience, 20% is from social interactions and 10% is from traditional learning sources.\u003c\/p\u003e\n\u003cp\u003eThe M2W simulations are designed to address the processes, procedures, and methods requisite to developing a viable strategy as well as how to effectively execute the go-to-market strategy and action plan in a game format. Also, the M2W simulations are designed to provide extensive application of the knowledge, skills, abilities, tools, and analytics required for successful management of a key account, sales and\/or marketing function. Templates are provided for analysis, strategy specification, tactical execution, and real-time analytics.\u003c\/p\u003e\n\u003cp\u003eSimulations make learning new skills fun while creating favorable emotions with the learner and the training content. The participants acquire knowledge faster, and retain the knowledge longer, because they can experience and apply the concepts learned in a realistic real world, in a controlled environment. Participants can make mistakes and learn from them by experimenting with new methods to address the same issue. The moment participants become confident in their new abilities based on the outcomes of their decisions, typically they become capable of making lasting changes.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e","published_at":"2022-03-09T19:12:24-05:00","created_at":"2022-01-24T12:19:40-05:00","vendor":"Wessex Press","type":"Bundle","tags":["new","Professional Titles","Sales \u0026 Account Management"],"price":16800,"price_min":16800,"price_max":16800,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":42336962183426,"title":"Default Title","option1":"Default Title","option2":null,"option3":null,"sku":null,"requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Wessex Key Account Fundamentals Bundle","public_title":null,"options":["Default Title"],"price":16800,"weight":0,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555","options":["Title"],"media":[{"alt":null,"id":30099778765058,"position":1,"preview_image":{"aspect_ratio":0.773,"height":660,"width":510,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555"},"aspect_ratio":0.773,"height":660,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555","width":510}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"In this bundle, students get the ultimate combination of resources to learn how to sell to large customer accounts. It combines three incredible books on account management with an online account management simulation. The books have been carefully selected to help students learn the language, key models, principles, tools and case examples of account management using both written and video teaching methods. The simulation brings the learning to life by enabling students to compete against each other for the business of a global account, injecting a lot of fun to the student experience as well. Together, they allow students to learn and practice how to be a world-class account manager while all-the-time building their confidence in this critical area of selling. Note: each item must be bought separately. \u003cbr\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eManaging Global Accounts\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eAs globalization takes hold several things happen; customers are more demanding and sophisticated, competition gets tougher, business is more complex and fast changing, and highly competent global account managers are in short supply. The managerial challenges of competing in a global world are more difficult in orders of magnitude than competing domestically. Life is especially tough when the corporation is not centrally focused on the global customer when corporate personnel across functions and around the world do not get it. To get it means understanding at a visceral level that success or failure with global customers maybe synonymous with success or failure of the entire enterprise. Unless all employees are focused in the firms relationship with its global customers, competitors that do get it will surpass them. Indeed, competitive advantage based on building global supplier customer relationships may be longer-lasting than competitive advantage based on products or services. Companies cancel products but they less easily cancel people, especially those that have served them well. But the promise of long-run sustainable competitive advantage can be secured only if the firm truly focuses in serving the global customer. No matter where they are located, all firm employees must understand they are competing in a global world and that success with global customers is the Holy Grail. They must throw off the shackles of ethno-centrism and nationalism acquired in their youths, and embrace the global challenge. Not only should they defend their turf against global competitors but they must do what they can to make their global customers succeed. In pursuing this goal, they may develop a global account management system that in itself becomes a competitive advantage.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eThe Dictionary of Selling Terminology\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003e\u003ci\u003eThe Dictionary of Selling Terminology (DST or Dictionary) \u003c\/i\u003e provides a comprehensive reference list of the terminology and definitions used by both sellers and buyers on a global basis. The goal to address the necessity for a standardized and universal language to mitigate the confusion and ambiguity inherent in the selling and buying language due to definitional differences.\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eStandardized terminology is a common language, nomenclature, classification, or taxonomy that depends on a uniform use of correct terminology to bring clarity to terms that are unclear and could have several possible versions in the source language or several versions of translation.\u003c\/p\u003e\n\u003cp\u003eThe language of selling is not a single language. In fact, every sales organization, either for-profit or not-for-profit, has a different and unique language for the selling process based on organizational factors such as culture, industry, market sector or segment, channels, competitors, and geography.\u003c\/p\u003e\n\u003cp\u003eHowever, in order to standardize the sales language, the seller’s sales organization needs to understand the product from the buyer’s perspective. To identify the core buying emotions, sales professionals, and those serving in supporting roles to the sales organization, need to learn the language of prospective buyers and current customers — the way they talk, the way they discuss their problems, and the way they feel about certain subjects, and so on.\u003c\/p\u003e\n\u003cp\u003eBecause of the way that language works as a living entity that continually changes, it is important to note that many of the terms included in the \u003ci\u003eDictionary\u003c\/i\u003e will continue to evolve as the result of numerous factors such as culture, markets, and industries.\u003c\/p\u003e\n\u003cp\u003eBoth legacy and current terms are included in the \u003ci\u003eDictionary.\u003c\/i\u003e Numerous entries reflect the increasing influence of technology and automation on enablement and operational processes including buyer enablement, content management systems, contract lifecycle management, and customer relationship management.\u003c\/p\u003e\n\u003cp\u003eIn addition, the terms inherent in the cross-functional departments which support the sales organization are included. The cross-disciplinary terms include: Finance —revenue, gross profit, and price, and Marketing — promotion; Legal — rules, regulations, compliance, governance, and risk; Manufacturing —quality as well as numerous Ethics terms.\u003c\/p\u003e\n\u003cp\u003eSales professionals, including Chief Sales Officers, Field and Inside salespeople, Frontline Sales Managers, Chief Learning Officers, Sales Enablement and Operations Directors, Key Account Managers, Business Development Directors, as well as marketing professionals will benefit from this definitive dictionary.\u003c\/p\u003e\n\u003cp\u003eThe \u003ci\u003eDictionary\u003c\/i\u003e is also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions.\u003c\/p\u003e\n\u003cp\u003eAlso, those professionals who serve in supporting functional roles such as Finance, Legal, Accounting, Operations, Human Resources, and all of the internal and external stakeholders will gain a deeper knowledge, understanding and appreciation of what it is like to walk in the shoes of the sales professional and the buyer.\u003c\/p\u003e\n\u003cp\u003eNo one rises to the top and stays on top of their game without lifelong learning and intentional growth initiatives. If you want to be more effective and efficient in your professional role, whatever that role is, you need to study and master the craft, which includes the language.\u003c\/p\u003e\n\u003cp\u003eIf you have a suggestion on a word to add to the next edition of the Dictionary,\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/DST_new_submission_term.pdf?v=1629783904\" target=\"_blank\"\u003eplease fill out this form and send to us.\u003c\/a\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eSAM2WIN\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eMarket2Win (M2W) simulations are virtual training tools which allow the participants to take the role of a sales, finance, key account, marketing, or other departmental role under conditions defined by limited time and information to reinforce the requisite knowledge, skills, and abilities. Numerous games may be run simultaneously thus making simulations a cost-effective training method.\u003c\/p\u003e\n\u003cp\u003eThe learning methodology underlying the Market2Win simulations was designed and developed by Professor Malcolm Donald, Emeritus Cranfield University based upon his key account and marketing expertise in both an academic and business context combined with the expertise of Edmund Bradford, Managing Director, Market2Win (M2W) gained throughout his 30+ year career.\u003c\/p\u003e\n\u003cp\u003eSimulations emulate the real work environment through experiential learning. The M2W simulations are built with deep learning processes which entails all forms of learning where the participant is behaviorally and cognitively challenged. Simulations complement theoretical education by providing a dynamic, interactive risk-free learning environment.\u003c\/p\u003e\n\u003cp\u003eThe purpose is to bring “real-world” learning into live or virtual classrooms and put the participants through a myriad of different experiences and measuring performance, providing feedback and recommendations. Research shows that 70% of what is learned is from experience, 20% is from social interactions and 10% is from traditional learning sources.\u003c\/p\u003e\n\u003cp\u003eThe M2W simulations are designed to address the processes, procedures, and methods requisite to developing a viable strategy as well as how to effectively execute the go-to-market strategy and action plan in a game format. Also, the M2W simulations are designed to provide extensive application of the knowledge, skills, abilities, tools, and analytics required for successful management of a key account, sales and\/or marketing function. Templates are provided for analysis, strategy specification, tactical execution, and real-time analytics.\u003c\/p\u003e\n\u003cp\u003eSimulations make learning new skills fun while creating favorable emotions with the learner and the training content. The participants acquire knowledge faster, and retain the knowledge longer, because they can experience and apply the concepts learned in a realistic real world, in a controlled environment. Participants can make mistakes and learn from them by experimenting with new methods to address the same issue. The moment participants become confident in their new abilities based on the outcomes of their decisions, typically they become capable of making lasting changes.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e"}

So, Now You're a Sales Manager

$ 19.70 USD

So, Now You're a Sales Manager

{"id":10514672199,"title":"So, Now You're a Sales Manager","handle":"so-now-youre-a-sales-manager-digital-e-book-snyasm","description":"\u003cp\u003e\u003cspan class=\"il\"\u003eSales\u003c\/span\u003e\u003cspan\u003e \u003c\/span\u003e\u003cspan class=\"il\"\u003eManagers\u003c\/span\u003e\u003cspan\u003e learn how to address their critical role. This innovative approach combines textbook and fictional story of a new \u003c\/span\u003e\u003cspan class=\"il\"\u003emanager\u003c\/span\u003e\u003cspan\u003e’s first six months on the job.\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e","published_at":"2017-06-04T14:38:18-04:00","created_at":"2017-06-04T14:45:50-04:00","vendor":"Wessex Press","type":"Book","tags":["Sales \u0026 Account Management"],"price":1970,"price_min":1970,"price_max":1970,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":45681190273282,"title":"E-Book","option1":"E-Book","option2":null,"option3":null,"sku":"0001-F58B-178F-23F9:1201","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"So, Now You're a Sales Manager - E-Book","public_title":"E-Book","options":["E-Book"],"price":1970,"weight":0,"compare_at_price":null,"inventory_quantity":-6,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9984871-7-5","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/files\/so-now-youre-a-sales-manager-cover.png?v=1732388442"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/files\/so-now-youre-a-sales-manager-cover.png?v=1732388442","options":["Format"],"media":[{"alt":null,"id":34540552585474,"position":1,"preview_image":{"aspect_ratio":0.85,"height":1770,"width":1504,"src":"\/\/wessexlearning.com\/cdn\/shop\/files\/so-now-youre-a-sales-manager-cover.png?v=1732388442"},"aspect_ratio":0.85,"height":1770,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/files\/so-now-youre-a-sales-manager-cover.png?v=1732388442","width":1504}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003cspan class=\"il\"\u003eSales\u003c\/span\u003e\u003cspan\u003e \u003c\/span\u003e\u003cspan class=\"il\"\u003eManagers\u003c\/span\u003e\u003cspan\u003e learn how to address their critical role. This innovative approach combines textbook and fictional story of a new \u003c\/span\u003e\u003cspan class=\"il\"\u003emanager\u003c\/span\u003e\u003cspan\u003e’s first six months on the job.\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e"}

Sales Management Simulation

$ 40.00 USD

Sales Management Simulation

{"id":8597093511,"title":"Sales Management Simulation","handle":"sales-management-simulation","description":"\u003cp\u003e\u003ca href=\"https:\/\/wessexlearning.com\/pages\/request-instructor-copy\"\u003eREQUEST A TUTORIAL HERE\u003c\/a\u003e\u003c\/p\u003e\n\u003cp\u003eWessex Press is pleased to invite you to explore The Sales Management Simulation (SMS). SMS is now ready to incorporate into your sales management courses. \u003cstrong\u003eDesigned by sales management experts, Professors Mike Ahearne (University of Houston), Noel Capon (Columbia Business School), and Harish Sujan (Tulane University),\u003c\/strong\u003e SMS is what your course needs to better prepare your students to compete in the real business world.\u003c\/p\u003e\n\u003cp\u003eSMS offers you the opportunity to let your students practice for real what you are teaching them in class for just \u003cstrong\u003e$40.00 per student\u003c\/strong\u003e. SMS brings the real world of sales management into your class to reinforce your course content in an interesting and interactive manner.\u003c\/p\u003e\n\u003cp\u003eSMS is an internet-based simulation designed for use in sales management courses. It offers an innovative approach to sales simulations because it focuses on sales management practices more than on any other sales aspect. Students in teams, assuming the role of sales managers for a large industrial manufacturer, submit decisions online. Professors can run the simulation from their desktops, with results displayed automatically.\u003c\/p\u003e\n\u003cp\u003eSMS enables students to explore better ways to recruit, select, train, and compensate salespeople; assign sales territories; and allocate salesperson time. Industry growth, pricing strategy, and inventory management also affect results. Market research reports help participants make strategic choices. Student teams make several sequential decisions as they learn to improve their sales management decision-making skills.\u003c\/p\u003e\n\u003cp\u003eTo learn more about SMS and\/or schedule a free 30-minute training session, please click on our \u003ca href=\"https:\/\/wessexlearning.com\/pages\/request-instructor-copy\"\u003einstructor access request form\u003c\/a\u003e.\u003c\/p\u003e","published_at":"2020-12-27T10:10:27-05:00","created_at":"2016-08-18T12:38:00-04:00","vendor":"Wessex Press","type":"Simulation","tags":["Sales \u0026 Account Management"],"price":4000,"price_min":4000,"price_max":4000,"available":true,"price_varies":false,"compare_at_price":4000,"compare_at_price_min":4000,"compare_at_price_max":4000,"compare_at_price_varies":false,"variants":[{"id":27892718727,"title":"Default Title","option1":"Default Title","option2":null,"option3":null,"sku":"SALESMANAGEMENTSIM","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management Simulation","public_title":null,"options":["Default Title"],"price":4000,"weight":0,"compare_at_price":4000,"inventory_quantity":-15882,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/bigstock-Business-Graph-3991314_1_480x640_72415c1f-bfb4-4934-98de-475b7c3d1745.jpg?v=1671539666"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/bigstock-Business-Graph-3991314_1_480x640_72415c1f-bfb4-4934-98de-475b7c3d1745.jpg?v=1671539666","options":["Title"],"media":[{"alt":null,"id":31173301928194,"position":1,"preview_image":{"aspect_ratio":0.75,"height":640,"width":480,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/bigstock-Business-Graph-3991314_1_480x640_72415c1f-bfb4-4934-98de-475b7c3d1745.jpg?v=1671539666"},"aspect_ratio":0.75,"height":640,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/bigstock-Business-Graph-3991314_1_480x640_72415c1f-bfb4-4934-98de-475b7c3d1745.jpg?v=1671539666","width":480}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003ca href=\"https:\/\/wessexlearning.com\/pages\/request-instructor-copy\"\u003eREQUEST A TUTORIAL HERE\u003c\/a\u003e\u003c\/p\u003e\n\u003cp\u003eWessex Press is pleased to invite you to explore The Sales Management Simulation (SMS). SMS is now ready to incorporate into your sales management courses. \u003cstrong\u003eDesigned by sales management experts, Professors Mike Ahearne (University of Houston), Noel Capon (Columbia Business School), and Harish Sujan (Tulane University),\u003c\/strong\u003e SMS is what your course needs to better prepare your students to compete in the real business world.\u003c\/p\u003e\n\u003cp\u003eSMS offers you the opportunity to let your students practice for real what you are teaching them in class for just \u003cstrong\u003e$40.00 per student\u003c\/strong\u003e. SMS brings the real world of sales management into your class to reinforce your course content in an interesting and interactive manner.\u003c\/p\u003e\n\u003cp\u003eSMS is an internet-based simulation designed for use in sales management courses. It offers an innovative approach to sales simulations because it focuses on sales management practices more than on any other sales aspect. Students in teams, assuming the role of sales managers for a large industrial manufacturer, submit decisions online. Professors can run the simulation from their desktops, with results displayed automatically.\u003c\/p\u003e\n\u003cp\u003eSMS enables students to explore better ways to recruit, select, train, and compensate salespeople; assign sales territories; and allocate salesperson time. Industry growth, pricing strategy, and inventory management also affect results. Market research reports help participants make strategic choices. Student teams make several sequential decisions as they learn to improve their sales management decision-making skills.\u003c\/p\u003e\n\u003cp\u003eTo learn more about SMS and\/or schedule a free 30-minute training session, please click on our \u003ca href=\"https:\/\/wessexlearning.com\/pages\/request-instructor-copy\"\u003einstructor access request form\u003c\/a\u003e.\u003c\/p\u003e"}

Managing Global Accounts (Video Book)

Transformative Selling

From $ 19.70 USD

Transformative Selling

Format

$ 19.70 USD

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In light of increased time pressures, questioning can no longer be initiated with broad inquiries like: “Tell me about your business”; or “What keeps you up at night.”\u003c\/p\u003e\n\u003cp\u003eSalespeople are the experts in the sales process and, to be successful, must behave like experts. Sales organizations have increasingly introduced more complicated products and solutions that come with higher internal expectations. These demands require smarter sales and customer goals and team-selling approaches. Salespeople must understand how to navigate not only the customer organization, but also their own sales organization. Sales professionals must become knowledge managers, knowledge brokers, and information dealers. In Transforming Selling you will learn how to become a \u003cstrong\u003eResource Manager, Knowledge Manager, and Account Manager\u003c\/strong\u003e. 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Sellers still need to engage in a systematic process to find prospects, collect research, get prospects’ attention, ask questions, deliver solutions, and close sales. What has changed is the rate at which these events occur and the amount of knowledge and insight necessary from the very first prospect interaction. With the availability of information today, customers have considerably more power than they did just a few years ago. This power demands a better understanding of customer needs prior to the sales call. Customer power also imposes more demands on their time and more complicated decision-making processes. It is no longer possible to sell to one person. Rather, an entire buying center in a matrix-form environment requires a range of versatile value propositions. 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