{"id":7679494816002,"title":"Customers Win, Suppliers Win: Lessons from one of IBM’s Most Successful Strategic Account Managers","handle":"customers-win-suppliers-win-lessons-from-one-of-ibm-s-most-successful-strategic-account-managers","description":"In this new book, the world’s leading academic expert on account management in tandem with an extraordinarily\nsuccessful global account manager provide an A to Z of account management excellence, including its significant\nintellectual capital demands, leadership requirements, and underappreciated ethical dimension as keys to achieving\nwin-win outcomes for suppliers and customers.","published_at":"2022-05-05T12:56:53-04:00","created_at":"2022-05-05T12:10:05-04:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":["new"],"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":42728956330242,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-1-7377664-4-5","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Customers Win, Suppliers Win: Lessons from one of IBM’s Most Successful Strategic Account Managers - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":4500,"weight":1361,"compare_at_price":null,"inventory_quantity":-19,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":42728956363010,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-1-7377664-5-2","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Customers Win, Suppliers Win: Lessons from one of IBM’s Most Successful Strategic Account Managers - Softcover","public_title":"Softcover","options":["Softcover"],"price":2800,"weight":1361,"compare_at_price":null,"inventory_quantity":-33,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":42728956395778,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0002-AEED-E997-BC9A:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Customers Win, Suppliers Win: Lessons from one of IBM’s Most Successful Strategic Account Managers - eBook","public_title":"eBook","options":["eBook"],"price":2500,"weight":1361,"compare_at_price":null,"inventory_quantity":-6,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/CWSWfrontcover.png?v=1651769614"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/CWSWfrontcover.png?v=1651769614","options":["Format"],"media":[{"alt":null,"id":29802486694146,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/CWSWfrontcover.png?v=1651769614"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/CWSWfrontcover.png?v=1651769614","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"In this new book, the world’s leading academic expert on account management in tandem with an extraordinarily\nsuccessful global account manager provide an A to Z of account management excellence, including its significant\nintellectual capital demands, leadership requirements, and underappreciated ethical dimension as keys to achieving\nwin-win outcomes for suppliers and customers."}

{"id":7456831897858,"title":"Sales Management: Shaping Future Sales Leaders 3rd Edition","handle":"sales-management-shaping-future-sales-leaders-3rd-edition","description":"\u003cmeta charset=\"utf-8\"\u003eIn addition to having PhDs, the book’s author team have all worked in sales roles. As a result, this textbook balances the emphasis between theory and practice,  with a practical emphasis on how sales management gets done. The book’s structure helps students better understand the career progression from being a salesperson who works well with a sales manager (Part One), to becoming a sales manager (Part Two), and progressing to a sales leadership role (Part Three). Incorporating current theory with practical applications, role plays, caselets and cases, this textbook will support the instructor who is seeking to prepare students to lead high-performance sales organizations.\u003cbr data-mce-fragment=\"1\"\u003e\n\u003cdiv data-mce-fragment=\"1\"\u003e\u003c\/div\u003e","published_at":"2022-01-24T12:38:16-05:00","created_at":"2021-11-18T10:50:07-05:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":["new"],"price":8970,"price_min":8970,"price_max":23470,"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":42068523352322,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-1-7377664-7-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management: Shaping Future Sales Leaders 3rd Edition - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":23470,"weight":0,"compare_at_price":null,"inventory_quantity":-112,"inventory_management":null,"inventory_policy":"continue","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":42068523385090,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-1-7377664-8-3","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management: Shaping Future Sales Leaders 3rd Edition - Softcover","public_title":"Softcover","options":["Softcover"],"price":13970,"weight":0,"compare_at_price":null,"inventory_quantity":-112,"inventory_management":null,"inventory_policy":"continue","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":42068523417858,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0002-A6A4-A72A-D146:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management: Shaping Future Sales Leaders 3rd Edition - eBook","public_title":"eBook","options":["eBook"],"price":8970,"weight":0,"compare_at_price":null,"inventory_quantity":-39,"inventory_management":null,"inventory_policy":"continue","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SM3efrontcover.png?v=1643924875"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SM3efrontcover.png?v=1643924875","options":["Format"],"media":[{"alt":null,"id":29227270504706,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SM3efrontcover.png?v=1643924875"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SM3efrontcover.png?v=1643924875","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cmeta charset=\"utf-8\"\u003eIn addition to having PhDs, the book’s author team have all worked in sales roles. As a result, this textbook balances the emphasis between theory and practice,  with a practical emphasis on how sales management gets done. The book’s structure helps students better understand the career progression from being a salesperson who works well with a sales manager (Part One), to becoming a sales manager (Part Two), and progressing to a sales leadership role (Part Three). Incorporating current theory with practical applications, role plays, caselets and cases, this textbook will support the instructor who is seeking to prepare students to lead high-performance sales organizations.\u003cbr data-mce-fragment=\"1\"\u003e\n\u003cdiv data-mce-fragment=\"1\"\u003e\u003c\/div\u003e"}

{"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 Publishing Co.","type":"Bundle","tags":["new"],"price":9979,"price_min":9979,"price_max":9979,"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":"","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Wessex Key Account Fundamentals Bundle","public_title":null,"options":["Default Title"],"price":9979,"weight":0,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/KAFbundlecover.png?v=1656513555"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/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":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/KAFbundlecover.png?v=1656513555"},"aspect_ratio":0.773,"height":660,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/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"}

{"id":7173856526489,"title":"Disruption: A salesforce braves the storm","handle":"disruption-a-salesforce-braves-the-storm","description":"\u003cb\u003eDisruption\u003c\/b\u003e\u003cspan\u003e \u003c\/span\u003e\u003cspan\u003eis unique — a work of\u003c\/span\u003e\u003cspan\u003e \u003c\/span\u003e\u003ci\u003esales fiction\u003c\/i\u003e\u003cspan\u003e. Set against the recent pandemic, this fictional narrative centers around two main characters at one sales organization. Following the story of first year rep., Grace Devlin, readers reflect on and consider application of concepts pertaining to prospecting, building customer relationships, using sales technology, identifying customer needs, negotiating, overcoming objections, closing, following up, after-sale service, and proactive and reactive account management, as well as many others. Readers also encounter Grace's manager, Connor Botti, and understand his perspective as he makes decisions related to territory management, recruiting, compensation, oversight and empowerment, motivation, sales performance, evaluation, interdepartmental relationships, and effective leadership, among others.\u003c\/span\u003e\u003cspan\u003e \u003c\/span\u003e\u003ci\u003eDisruption\u003c\/i\u003e\u003cspan\u003e \u003c\/span\u003e\u003cspan\u003eis designed to be used in either sales or sales management courses, giving instructors maximum flexibility.\u003c\/span\u003e","published_at":"2021-11-01T18:11:15-04:00","created_at":"2021-10-29T20:01:41-04:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":["new"],"price":3470,"price_min":3470,"price_max":6970,"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":41436645687449,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0002-9E9D-9693-448D:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Disruption: A salesforce braves the storm - eBook","public_title":"eBook","options":["eBook"],"price":3470,"weight":0,"compare_at_price":null,"inventory_quantity":-3,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]},{"id":41436645720217,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-1-7375287-4-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Disruption: A salesforce braves the storm - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":6970,"weight":170,"compare_at_price":null,"inventory_quantity":-63,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]},{"id":41436645752985,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-1-7375287-5-3","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Disruption: A salesforce braves the storm - Softcover","public_title":"Softcover","options":["Softcover"],"price":4470,"weight":170,"compare_at_price":null,"inventory_quantity":-4,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/Disruptioncoverforwebsite.jpg?v=1654273391"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/Disruptioncoverforwebsite.jpg?v=1654273391","options":["Choose Format"],"media":[{"alt":null,"id":29958638010626,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/Disruptioncoverforwebsite.jpg?v=1654273391"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/Disruptioncoverforwebsite.jpg?v=1654273391","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cb\u003eDisruption\u003c\/b\u003e\u003cspan\u003e \u003c\/span\u003e\u003cspan\u003eis unique — a work of\u003c\/span\u003e\u003cspan\u003e \u003c\/span\u003e\u003ci\u003esales fiction\u003c\/i\u003e\u003cspan\u003e. Set against the recent pandemic, this fictional narrative centers around two main characters at one sales organization. Following the story of first year rep., Grace Devlin, readers reflect on and consider application of concepts pertaining to prospecting, building customer relationships, using sales technology, identifying customer needs, negotiating, overcoming objections, closing, following up, after-sale service, and proactive and reactive account management, as well as many others. Readers also encounter Grace's manager, Connor Botti, and understand his perspective as he makes decisions related to territory management, recruiting, compensation, oversight and empowerment, motivation, sales performance, evaluation, interdepartmental relationships, and effective leadership, among others.\u003c\/span\u003e\u003cspan\u003e \u003c\/span\u003e\u003ci\u003eDisruption\u003c\/i\u003e\u003cspan\u003e \u003c\/span\u003e\u003cspan\u003eis designed to be used in either sales or sales management courses, giving instructors maximum flexibility.\u003c\/span\u003e"}

{"id":5508402446489,"title":"Customer-Centric Selling 2nd Ed. by Jeff Krawitz","handle":"customer-centric-selling-2nd-ed-by-jeff-krawitz","description":"\u003cmeta charset=\"utf-8\"\u003e\u003cspan\u003eThis book examines all aspects of implementing a professional consultative sales organization. It can be read cover-to-cover for a comprehensive perspective, or chapter-by-chapter for a more topical view, based on your needs and interests. A new section has been added addressing selling in a virtual world of audio-only and zoom meetings. It is divided into three Parts: \u003c\/span\u003e\u003cbr\u003e\n\u003cul\u003e\n\u003cli\u003ePart A: “The Worlds of Selling and Sales” compares traditional to consultative selling. While each approach is tasked with generating revenue for their company, how they accomplish that, and what other tasks they do, are fundamentally different. Part A provides a context for many of the concepts and skills offered throughout the text.\u003c\/li\u003e\n\u003cli\u003ePart B: “Consultative Selling and the Buy Process” discusses how a consultative salesperson interfaces with each customer based on their buy process and how they make the many decisions that impact their ultimate purchase. Part B provides a “big picture” view of how consultative salespeople remain focused and manage their time to provide optimum influence on their customers.\u003c\/li\u003e\n\u003cli\u003ePart C: “Consultative Selling Skills” describes many of the most important skills and protocols to establish, build, and benefit from consultative partnerships. As such, they are stand-alone skills that can be used independently … yet are optimized when used in conjunction with each other.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cmeta charset=\"utf-8\"\u003e\u003cb\u003eNote to Professors and Instructors: \u003c\/b\u003eSupport materials, including an Instructor’s\u003cbr\u003eManual, PowerPoint slide decks, in-class student exercises for the\u003cbr\u003eskills, and a comprehensive student project are available. In addition, adopters\u003cbr\u003ewho meet certain parameters will be entitled to personal consultation with the\u003cbr\u003eauthor in developing their courses.\u003c\/p\u003e\n\u003cmeta charset=\"utf-8\"\u003e\u003cbr\u003e","published_at":"2020-08-13T22:29:18-04:00","created_at":"2020-08-13T16:44:41-04:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":[],"price":8970,"price_min":8970,"price_max":23470,"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":35582760681625,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-0-9882902-6-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Customer-Centric Selling 2nd Ed. by Jeff Krawitz - Softcover","public_title":"Softcover","options":["Softcover"],"price":13970,"weight":340,"compare_at_price":null,"inventory_quantity":-45,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]},{"id":35582760714393,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-0-9882902-5-9","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Customer-Centric Selling 2nd Ed. by Jeff Krawitz - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":23470,"weight":340,"compare_at_price":null,"inventory_quantity":-3,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]},{"id":35582760747161,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0002-5DB5-6AD5-3ABD:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Customer-Centric Selling 2nd Ed. by Jeff Krawitz - eBook","public_title":"eBook","options":["eBook"],"price":8970,"weight":340,"compare_at_price":null,"inventory_quantity":-139,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/CCS2efrontcover.png?v=1617060218"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/CCS2efrontcover.png?v=1617060218","options":["Choose Format"],"media":[{"alt":null,"id":21096239399065,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/CCS2efrontcover.png?v=1617060218"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/CCS2efrontcover.png?v=1617060218","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cmeta charset=\"utf-8\"\u003e\u003cspan\u003eThis book examines all aspects of implementing a professional consultative sales organization. It can be read cover-to-cover for a comprehensive perspective, or chapter-by-chapter for a more topical view, based on your needs and interests. A new section has been added addressing selling in a virtual world of audio-only and zoom meetings. It is divided into three Parts: \u003c\/span\u003e\u003cbr\u003e\n\u003cul\u003e\n\u003cli\u003ePart A: “The Worlds of Selling and Sales” compares traditional to consultative selling. While each approach is tasked with generating revenue for their company, how they accomplish that, and what other tasks they do, are fundamentally different. Part A provides a context for many of the concepts and skills offered throughout the text.\u003c\/li\u003e\n\u003cli\u003ePart B: “Consultative Selling and the Buy Process” discusses how a consultative salesperson interfaces with each customer based on their buy process and how they make the many decisions that impact their ultimate purchase. Part B provides a “big picture” view of how consultative salespeople remain focused and manage their time to provide optimum influence on their customers.\u003c\/li\u003e\n\u003cli\u003ePart C: “Consultative Selling Skills” describes many of the most important skills and protocols to establish, build, and benefit from consultative partnerships. As such, they are stand-alone skills that can be used independently … yet are optimized when used in conjunction with each other.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cmeta charset=\"utf-8\"\u003e\u003cb\u003eNote to Professors and Instructors: \u003c\/b\u003eSupport materials, including an Instructor’s\u003cbr\u003eManual, PowerPoint slide decks, in-class student exercises for the\u003cbr\u003eskills, and a comprehensive student project are available. In addition, adopters\u003cbr\u003ewho meet certain parameters will be entitled to personal consultation with the\u003cbr\u003eauthor in developing their courses.\u003c\/p\u003e\n\u003cmeta charset=\"utf-8\"\u003e\u003cbr\u003e"}

{"id":6085122490521,"title":"The Dictionary of Selling Terminology by Pamela Peterson \u0026 Kent Kubie","handle":"dictionary-of-selling","description":"\u003cp\u003e\u003cb\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/b\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eThe Dictionary of Selling Terminology\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003e (\u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDST or Dictionary)\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\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.\u003c\/span\u003e\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\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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 \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary \u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003ewill continue to evolve as the result of numerous factors such as culture, markets, and industries. \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eBoth legacy and current terms are included in the \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary.\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eThe \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary \u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003eis also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\" rel=\"noopener noreferrer\"\u003eplease fill out this form and send to us. \u003c\/a\u003e\u003c\/span\u003e\u003c\/p\u003e","published_at":"2021-01-13T00:53:51-05:00","created_at":"2021-01-13T00:44:31-05:00","vendor":"Wessex Press","type":"Book","tags":["new"],"price":1970,"price_min":1970,"price_max":3970,"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":37782210511001,"title":"Softcover Textbook","option1":"Softcover Textbook","option2":null,"option3":null,"sku":"978-1-7358772-5-9","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Dictionary of Selling Terminology by Pamela Peterson \u0026 Kent Kubie - Softcover Textbook","public_title":"Softcover Textbook","options":["Softcover Textbook"],"price":2970,"weight":349,"compare_at_price":null,"inventory_quantity":-62,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]},{"id":37782210543769,"title":"Hardcover Textbook","option1":"Hardcover Textbook","option2":null,"option3":null,"sku":"978-1-7358772-4-2","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Dictionary of Selling Terminology by Pamela Peterson \u0026 Kent Kubie - Hardcover Textbook","public_title":"Hardcover Textbook","options":["Hardcover Textbook"],"price":3970,"weight":349,"compare_at_price":null,"inventory_quantity":-11,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]},{"id":37782210576537,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0002-7D3E-4996-A40F:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"The Dictionary of Selling Terminology by Pamela Peterson \u0026 Kent Kubie - eBook","public_title":"eBook","options":["eBook"],"price":1970,"weight":349,"compare_at_price":null,"inventory_quantity":-34,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/DSTfrontcover.png?v=1617060510"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/DSTfrontcover.png?v=1617060510","options":["Choose Format:"],"media":[{"alt":null,"id":21096306081945,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/DSTfrontcover.png?v=1617060510"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/DSTfrontcover.png?v=1617060510","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003cb\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/b\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eThe Dictionary of Selling Terminology\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003e (\u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDST or Dictionary)\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\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.\u003c\/span\u003e\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\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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 \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary \u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003ewill continue to evolve as the result of numerous factors such as culture, markets, and industries. \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eBoth legacy and current terms are included in the \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary.\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eThe \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary \u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003eis also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\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\" rel=\"noopener noreferrer\"\u003eplease fill out this form and send to us. \u003c\/a\u003e\u003c\/span\u003e\u003c\/p\u003e"}

{"id":8597093511,"title":"Sales Management Simulation","handle":"simulation-access","description":"\u003cdiv style=\"text-align: center;\"\u003e\u003cstrong\u003eSales Management Simulation by: Ahearne, Capon, and Sujan \u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv style=\"text-align: center;\"\u003e\u003cstrong\u003eAvailable for just $40.00 per Student!\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv style=\"text-align: center;\"\u003e\u003ca href=\"https:\/\/wessexlearning.com\/pages\/request-instructor-copy\"\u003eREQUEST A TUTORIAL HERE \u003c\/a\u003e\u003c\/div\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e Wessex Press\u003c\/strong\u003e 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 (Houston), Noel Capon (Columbia), and Harish Sujan (Tulane),\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. SMS 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. Results are 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, 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":["simulation"],"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":-10706,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/bigstock-Business-Graph-3991314_1.jpg?v=1472067837"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/bigstock-Business-Graph-3991314_1.jpg?v=1472067837","options":["Title"],"media":[{"alt":null,"id":199730823225,"position":1,"preview_image":{"aspect_ratio":0.75,"height":2048,"width":1535,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/bigstock-Business-Graph-3991314_1.jpg?v=1472067837"},"aspect_ratio":0.75,"height":2048,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/bigstock-Business-Graph-3991314_1.jpg?v=1472067837","width":1535}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cdiv style=\"text-align: center;\"\u003e\u003cstrong\u003eSales Management Simulation by: Ahearne, Capon, and Sujan \u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv style=\"text-align: center;\"\u003e\u003cstrong\u003eAvailable for just $40.00 per Student!\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv style=\"text-align: center;\"\u003e\u003ca href=\"https:\/\/wessexlearning.com\/pages\/request-instructor-copy\"\u003eREQUEST A TUTORIAL HERE \u003c\/a\u003e\u003c\/div\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e Wessex Press\u003c\/strong\u003e 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 (Houston), Noel Capon (Columbia), and Harish Sujan (Tulane),\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. SMS 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. Results are 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, 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"}

{"id":1623495540793,"title":"The Front-Line Sales Manager—Field General, by Noel Capon, Gary Tubridy, and Florin Mihoc","handle":"the-front-line-sales-manager-field-general-by-noel-capon-gary-tubridy-and-florin-mihoc-digital-e-book-flsm","description":"\u003cmeta charset=\"utf-8\"\u003e\n\u003cp\u003e\u003cspan\u003eMany sales leaders believe their front-line sales managers (FLSMs) have the most critical yet most difficult job in the entire salesforce. For the first time,\u003c\/span\u003e\u003ci\u003eThe Front-Line Sales Manager\u003c\/i\u003e\u003cspan\u003e addresses this important yet unheralded role. The book provides an \u003c\/span\u003e\u003ci\u003eacumen\u003cspan\u003e \u003c\/span\u003e\u003c\/i\u003e\u003cspan\u003eframework for identifying key characteristics of the most successful FLSMs. \u003c\/span\u003e\u003ci\u003eThe Front-Line Sales Manager\u003c\/i\u003e\u003cspan\u003e helps FLSMs improve their games, and sales leaders build stronger and more successful sales organizations.   \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Capon1.pdf?155\" target=\"_blank\" title=\"Review for The Front-Line Sales Manager—Field General\" rel=\"noopener noreferrer\"\u003eReview for The Front-Line Sales Manager—Field General\u003c\/a\u003e\u003c\/p\u003e","published_at":"2018-12-04T10:53:23-05:00","created_at":"2018-09-06T10:47:52-04:00","vendor":"Wessex Press Publishing Co.","type":"","tags":[],"price":2970,"price_min":2970,"price_max":5470,"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":15938360836153,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"9781732546943","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Front-Line Sales Manager—Field General, by Noel Capon, Gary Tubridy, and Florin Mihoc - Softcover","public_title":"Softcover","options":["Softcover"],"price":3470,"weight":14,"compare_at_price":null,"inventory_quantity":-526,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":17461783658553,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"9781732546936","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Front-Line Sales Manager—Field General, by Noel Capon, Gary Tubridy, and Florin Mihoc - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":5470,"weight":21,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":18680340119609,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-E820-F036-7499:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"The Front-Line Sales Manager—Field General, by Noel Capon, Gary Tubridy, and Florin Mihoc - eBook","public_title":"eBook","options":["eBook"],"price":2970,"weight":113,"compare_at_price":null,"inventory_quantity":-67,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/FLSMfrontcover.png?v=1617060589"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/FLSMfrontcover.png?v=1617060589","options":["Choose Format"],"media":[{"alt":null,"id":21096322039961,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/FLSMfrontcover.png?v=1617060589"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/FLSMfrontcover.png?v=1617060589","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cmeta charset=\"utf-8\"\u003e\n\u003cp\u003e\u003cspan\u003eMany sales leaders believe their front-line sales managers (FLSMs) have the most critical yet most difficult job in the entire salesforce. For the first time,\u003c\/span\u003e\u003ci\u003eThe Front-Line Sales Manager\u003c\/i\u003e\u003cspan\u003e addresses this important yet unheralded role. The book provides an \u003c\/span\u003e\u003ci\u003eacumen\u003cspan\u003e \u003c\/span\u003e\u003c\/i\u003e\u003cspan\u003eframework for identifying key characteristics of the most successful FLSMs. \u003c\/span\u003e\u003ci\u003eThe Front-Line Sales Manager\u003c\/i\u003e\u003cspan\u003e helps FLSMs improve their games, and sales leaders build stronger and more successful sales organizations.   \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Capon1.pdf?155\" target=\"_blank\" title=\"Review for The Front-Line Sales Manager—Field General\" rel=\"noopener noreferrer\"\u003eReview for The Front-Line Sales Manager—Field General\u003c\/a\u003e\u003c\/p\u003e"}

{"id":1973160001,"title":"Sales Management 2nd Edition, by Tanner, Honeycutt, and Erffmeyer","handle":"sm2","description":"\u003cp\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003eJeff Tanner, Earl Honeycutt, Robert C. Erffmeyer\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eThe second edition of \u003cem\u003eSales Management: Shaping Future Sales Leaders\u003c\/em\u003e was updated with new academic sources and practical examples that improve your students’ understanding of the material. Each chapter opening features a practicing sales manager who advised us about the chapter, and discusses how his or her firm manages its sales team. In each chapter you will find special boxed sections on ethics, technology, and\/or global issues.\u003c\/p\u003e\n\u003cp\u003eAt the end of each chapter we have added a new section, Managing Your Career, to help students better understand why the material is personally important to them. We also provide a suggested role-play for each chapter to engage the students and help reinforce chapter content. Plus, you will find two short cases (caselets) per chapter that students can read quickly, and that you can use to either introduce or summarize the chapter. These features really help make your classroom interactive!\u003c\/p\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover \u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cspan\u003e978-0-9897013-5-8\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e\u003cspan\u003e9780989701358-PDF\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cspan\u003eSoft Cover Color \u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e978-0-9897013-7-2\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eHard Cover Color\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e978-0-9897013-6-5\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eAvailability\u003c\/b\u003e\u003cstrong\u003e: \u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003ca href=\"https:\/\/itunes.apple.com\/us\/book\/sales-management-2nd-edition\/id985440677?mt=11\" title=\"Capon's Marketing Framework 3rd Edition Noel Capon\" target=\"_blank\"\u003e\u003cimg src=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/itunes_order_button_compact.png?11735987973086401375\" alt=\"\"\u003e\u003c\/a\u003e \u003ca href=\"https:\/\/www.amazon.com\/Sales-Management-2nd-Jeff-Tanner-ebook\/dp\/B00W2RQBL6\/ref=sr_1_1?ie=UTF8\u0026amp;qid=1476322345\u0026amp;sr=8-1\u0026amp;keywords=Sales+Management+2nd+Edition\" title=\"Capon's Marketing Framework 3rd Edition Noel Capon\" target=\"_blank\"\u003e\u003cimg src=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/amazon_order_button_medium.png?11735987973086401375\" alt=\"\" width=\"162\" height=\"60\"\u003e\u003c\/a\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-08-31T20:12:26-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":8970,"price_min":8970,"price_max":15970,"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":21198346439,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F484-094D-034D:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management 2nd Edition, by Tanner, Honeycutt, and Erffmeyer - eBook","public_title":"eBook","options":["eBook"],"price":8970,"weight":64,"compare_at_price":null,"inventory_quantity":-1794,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9897013-5-8PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198346503,"title":"Softcover Textbook - Black \u0026 White","option1":"Softcover Textbook - Black \u0026 White","option2":null,"option3":null,"sku":"978-0-9897013-5-8","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management 2nd Edition, by Tanner, Honeycutt, and Erffmeyer - Softcover Textbook - Black \u0026 White","public_title":"Softcover Textbook - Black \u0026 White","options":["Softcover Textbook - Black \u0026 White"],"price":10970,"weight":349,"compare_at_price":null,"inventory_quantity":-1213,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9897013-5-8","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198346567,"title":"Softcover Textbook - Full Color","option1":"Softcover Textbook - Full Color","option2":null,"option3":null,"sku":"978-0-9897013-7-2","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management 2nd Edition, by Tanner, Honeycutt, and Erffmeyer - Softcover Textbook - Full Color","public_title":"Softcover Textbook - Full Color","options":["Softcover Textbook - Full Color"],"price":13970,"weight":349,"compare_at_price":null,"inventory_quantity":-324,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9897013-7-2","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198346631,"title":"Hardcover Textbook - Full Color","option1":"Hardcover Textbook - Full Color","option2":null,"option3":null,"sku":"978-0-9897013-6-5","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management 2nd Edition, by Tanner, Honeycutt, and Erffmeyer - Hardcover Textbook - Full Color","public_title":"Hardcover Textbook - Full Color","options":["Hardcover Textbook - Full Color"],"price":15970,"weight":349,"compare_at_price":null,"inventory_quantity":-32,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9897013-6-5","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SM2efrontcover.png?v=1617061124"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SM2efrontcover.png?v=1617061124","options":["Choose Format:"],"media":[{"alt":null,"id":21096430370969,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SM2efrontcover.png?v=1617061124"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SM2efrontcover.png?v=1617061124","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003eJeff Tanner, Earl Honeycutt, Robert C. Erffmeyer\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eThe second edition of \u003cem\u003eSales Management: Shaping Future Sales Leaders\u003c\/em\u003e was updated with new academic sources and practical examples that improve your students’ understanding of the material. Each chapter opening features a practicing sales manager who advised us about the chapter, and discusses how his or her firm manages its sales team. In each chapter you will find special boxed sections on ethics, technology, and\/or global issues.\u003c\/p\u003e\n\u003cp\u003eAt the end of each chapter we have added a new section, Managing Your Career, to help students better understand why the material is personally important to them. We also provide a suggested role-play for each chapter to engage the students and help reinforce chapter content. Plus, you will find two short cases (caselets) per chapter that students can read quickly, and that you can use to either introduce or summarize the chapter. These features really help make your classroom interactive!\u003c\/p\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover \u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cspan\u003e978-0-9897013-5-8\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e\u003cspan\u003e9780989701358-PDF\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cspan\u003eSoft Cover Color \u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e978-0-9897013-7-2\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eHard Cover Color\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e978-0-9897013-6-5\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eAvailability\u003c\/b\u003e\u003cstrong\u003e: \u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003ca href=\"https:\/\/itunes.apple.com\/us\/book\/sales-management-2nd-edition\/id985440677?mt=11\" title=\"Capon's Marketing Framework 3rd Edition Noel Capon\" target=\"_blank\"\u003e\u003cimg src=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/itunes_order_button_compact.png?11735987973086401375\" alt=\"\"\u003e\u003c\/a\u003e \u003ca href=\"https:\/\/www.amazon.com\/Sales-Management-2nd-Jeff-Tanner-ebook\/dp\/B00W2RQBL6\/ref=sr_1_1?ie=UTF8\u0026amp;qid=1476322345\u0026amp;sr=8-1\u0026amp;keywords=Sales+Management+2nd+Edition\" title=\"Capon's Marketing Framework 3rd Edition Noel Capon\" target=\"_blank\"\u003e\u003cimg src=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/amazon_order_button_medium.png?11735987973086401375\" alt=\"\" width=\"162\" height=\"60\"\u003e\u003c\/a\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e"}

{"id":11557753479,"title":"Customer Value Co-Creation - Bernard Quancard","handle":"customer-value-co-creation","description":"\u003cp\u003eThis book takes an in-depth look at the 10 most critical enablers of an effective strategic customer management initiative, offering an organizational blueprint for a successful SAM program. It then leverages decades of benchmarking data with world-class companies to address the components of an efficient and effective value creation process. The book’s third section illuminates the key traits and competencies a strategic account manager needs in order to drive this strategic co-value creation process. And the book’s final section imagines the SAM of tomorrow, forecasting the impact of digitalization on the role of the SAM, on the value-creation process, and on the entire strategic customer- centric organization.\u003c\/p\u003e\n\u003cp\u003eIt is a challenging time for B2B. Disruptors abound, procurement organizations have become highly sophisticated, and the proliferation of data has unleashed forces of change whose repercussions will be felt wide and far. But these challenges also create enormous opportunities for strategic salespeople and strategic account managers who are able to harness them in the service of nurturing strong relationships and building innovative customer solutions that impact their customers’ business results.\u003c\/p\u003e","published_at":"2017-10-17T03:24:26-04:00","created_at":"2017-10-17T03:37:46-04:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":[],"price":2470,"price_min":2470,"price_max":3970,"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":55382854151,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-0-9990649-6-2","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Customer Value Co-Creation - Bernard Quancard - Softcover","public_title":"Softcover","options":["Softcover"],"price":2970,"weight":340,"compare_at_price":null,"inventory_quantity":-527,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":55382932103,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-0-9990649-5-5","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Customer Value Co-Creation - Bernard Quancard - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":3970,"weight":340,"compare_at_price":null,"inventory_quantity":-4,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":55388399111,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F585-24A3-5413:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Customer Value Co-Creation - Bernard Quancard - eBook","public_title":"eBook","options":["eBook"],"price":2470,"weight":340,"compare_at_price":null,"inventory_quantity":-5,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SAMAfrontcover.png?v=1617061075"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SAMAfrontcover.png?v=1617061075","options":["Choose Format"],"media":[{"alt":null,"id":21096419819673,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SAMAfrontcover.png?v=1617061075"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SAMAfrontcover.png?v=1617061075","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003eThis book takes an in-depth look at the 10 most critical enablers of an effective strategic customer management initiative, offering an organizational blueprint for a successful SAM program. It then leverages decades of benchmarking data with world-class companies to address the components of an efficient and effective value creation process. The book’s third section illuminates the key traits and competencies a strategic account manager needs in order to drive this strategic co-value creation process. And the book’s final section imagines the SAM of tomorrow, forecasting the impact of digitalization on the role of the SAM, on the value-creation process, and on the entire strategic customer- centric organization.\u003c\/p\u003e\n\u003cp\u003eIt is a challenging time for B2B. Disruptors abound, procurement organizations have become highly sophisticated, and the proliferation of data has unleashed forces of change whose repercussions will be felt wide and far. But these challenges also create enormous opportunities for strategic salespeople and strategic account managers who are able to harness them in the service of nurturing strong relationships and building innovative customer solutions that impact their customers’ business results.\u003c\/p\u003e"}

{"id":10514672199,"title":"So Now You're a Sales Manager by Greg Lee","handle":"so-now-youre-a-sales-manager-digital-e-book-snyasm","description":"\u003cp\u003e\u003cb\u003eAuthor:\u003c\/b\u003e\u003cspan\u003e Greg Lee\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eDescription:\u003c\/b\u003e\u003c\/p\u003e\n\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.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003ctable style=\"width: 100%;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 16px;\"\u003e\n\u003ctd style=\"height: 16px; width: 50%;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 16px; width: 50%;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 50%;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 25%;\"\u003e978-0-9984871-7-5\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e","published_at":"2017-06-04T14:38:18-04:00","created_at":"2017-06-04T14:45:50-04:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":[],"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":43954458375,"title":"eBook","option1":"eBook","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 by Greg Lee - eBook","public_title":"eBook","options":["eBook"],"price":1970,"weight":0,"compare_at_price":null,"inventory_quantity":-3,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/GregLeefrontcover.png?v=1617060704"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/GregLeefrontcover.png?v=1617060704","options":["Choose Format"],"media":[{"alt":null,"id":21096345206937,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/GregLeefrontcover.png?v=1617060704"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/GregLeefrontcover.png?v=1617060704","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003cb\u003eAuthor:\u003c\/b\u003e\u003cspan\u003e Greg Lee\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eDescription:\u003c\/b\u003e\u003c\/p\u003e\n\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.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003ctable style=\"width: 100%;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 16px;\"\u003e\n\u003ctd style=\"height: 16px; width: 50%;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 16px; width: 50%;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 50%;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 25%;\"\u003e978-0-9984871-7-5\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e"}

{"id":2015605313,"title":"Managing Global Accounts 2nd Edition, by Noel Capon","handle":"mga2","description":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003eAuthor:\u003c\/strong\u003e \u003cspan\u003eNoel Capon, Dave Potter, Fred Schindler\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003eDescription:\u003c\/span\u003e\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eManaging Global Accounts will help you address the issues of dealing with global customers. As 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.\u003c\/p\u003e\n\u003cp\u003eTo 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\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e.\u003c\/p\u003e\n\u003cbr\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-09-07T13:10:43-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":2395,"price_min":2395,"price_max":2895,"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":21198341575,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F582-2A4E-B486:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Managing Global Accounts 2nd Edition, by Noel Capon - eBook","public_title":"eBook","options":["eBook"],"price":2395,"weight":28,"compare_at_price":null,"inventory_quantity":-15,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9797344-3-4PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198341447,"title":"Black and White Softcover Textbook","option1":"Black and White Softcover Textbook","option2":null,"option3":null,"sku":"978-0-9797344-3-4","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Managing Global Accounts 2nd Edition, by Noel Capon - Black and White Softcover Textbook","public_title":"Black and White Softcover Textbook","options":["Black and White Softcover Textbook"],"price":2895,"weight":349,"compare_at_price":null,"inventory_quantity":-135,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9797344-3-4","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/MGAfrontcover.png?v=1617060825"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/MGAfrontcover.png?v=1617060825","options":["Choose Format:"],"media":[{"alt":null,"id":21096369520793,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/MGAfrontcover.png?v=1617060825"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/MGAfrontcover.png?v=1617060825","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003eAuthor:\u003c\/strong\u003e \u003cspan\u003eNoel Capon, Dave Potter, Fred Schindler\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003eDescription:\u003c\/span\u003e\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eManaging Global Accounts will help you address the issues of dealing with global customers. As 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.\u003c\/p\u003e\n\u003cp\u003eTo 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\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e.\u003c\/p\u003e\n\u003cbr\u003e"}

{"id":1973272641,"title":"Sales Eats First, by Noel Capon and Gary S. Tubridy","handle":"sef","description":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003ch3\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003eAuthor:\u003c\/strong\u003e Noel Capon and Gary S. Tubridy\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003eDescription:\u003c\/span\u003e\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cem\u003eSales Eats First\u003c\/em\u003e examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously venture into areas of complexity and risk, and then inject their intellectual capital into the value propositions that benefit both customers and their own companies.\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cp\u003eThe book has its own website! To view it \u003ca href=\"http:\/\/www.saleseatsfirst.com\/\" target=\"_blank\"\u003eclick here\u003c\/a\u003e.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eReview:\u003c\/strong\u003e \u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/velsum12_bookreview_copy.pdf?158\"\u003eRead rave reviews here\u003c\/a\u003e. \u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e.\u003c\/p\u003e\n\u003cbr\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-08-31T20:24:39-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":1770,"price_min":1770,"price_max":1770,"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":21198344263,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F58A-C977-CD19:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Sales Eats First, by Noel Capon and Gary S. Tubridy - eBook","public_title":"eBook","options":["eBook"],"price":1770,"weight":16,"compare_at_price":null,"inventory_quantity":-28,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-2-8PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198344199,"title":"Softcover Textbook","option1":"Softcover Textbook","option2":null,"option3":null,"sku":"978-0-9833300-2-8","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sales Eats First, by Noel Capon and Gary S. Tubridy - Softcover Textbook","public_title":"Softcover Textbook","options":["Softcover Textbook"],"price":1770,"weight":349,"compare_at_price":null,"inventory_quantity":-269,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-2-8","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SEFfrontcover.png?v=1617061107"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SEFfrontcover.png?v=1617061107","options":["Choose Format:"],"media":[{"alt":null,"id":21096426963097,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SEFfrontcover.png?v=1617061107"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SEFfrontcover.png?v=1617061107","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003ch3\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003eAuthor:\u003c\/strong\u003e Noel Capon and Gary S. Tubridy\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003eDescription:\u003c\/span\u003e\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cem\u003eSales Eats First\u003c\/em\u003e examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously venture into areas of complexity and risk, and then inject their intellectual capital into the value propositions that benefit both customers and their own companies.\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cp\u003eThe book has its own website! To view it \u003ca href=\"http:\/\/www.saleseatsfirst.com\/\" target=\"_blank\"\u003eclick here\u003c\/a\u003e.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eReview:\u003c\/strong\u003e \u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/velsum12_bookreview_copy.pdf?158\"\u003eRead rave reviews here\u003c\/a\u003e. \u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e.\u003c\/p\u003e\n\u003cbr\u003e"}

{"id":1973221953,"title":"Strategic Account Strategy Vol. 1.1, by Noel Capon","handle":"sas","description":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003eNoel Capon\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eStrategic Account Strategy\u003c\/em\u003e is designed to help corporations and businesses develop key\/strategic and global account programs, and for individual key\/strategic and global account managers to develop strategy and action programs for individual accounts. The volume comprises a set of frameworks in two books: Book 1 -\u003cem\u003eThe Strategic Account Program\u003c\/em\u003e and Book 2 - \u003cem\u003ePlanning for Strategic Accounts\u003c\/em\u003e.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e978-0-9833300-1-1\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23px;\"\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e\u003cspan\u003e9780983330011-PDF\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-08-31T20:18:52-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":2970,"price_min":2970,"price_max":2970,"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":21198344903,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F592-B001-9B0C:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Strategic Account Strategy Vol. 1.1, by Noel Capon - eBook","public_title":"eBook","options":["eBook"],"price":2970,"weight":10,"compare_at_price":null,"inventory_quantity":-32,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-1-1PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198344775,"title":"Black and White Softcover Textbook","option1":"Black and White Softcover Textbook","option2":null,"option3":null,"sku":"978-0-9833300-1-1","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Strategic Account Strategy Vol. 1.1, by Noel Capon - Black and White Softcover Textbook","public_title":"Black and White Softcover Textbook","options":["Black and White Softcover Textbook"],"price":2970,"weight":349,"compare_at_price":null,"inventory_quantity":-158,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-1-1","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SASv1.1frontcover.png?v=1617061092"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SASv1.1frontcover.png?v=1617061092","options":["Choose Format:"],"media":[{"alt":null,"id":21096423817369,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SASv1.1frontcover.png?v=1617061092"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/SASv1.1frontcover.png?v=1617061092","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003eNoel Capon\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eStrategic Account Strategy\u003c\/em\u003e is designed to help corporations and businesses develop key\/strategic and global account programs, and for individual key\/strategic and global account managers to develop strategy and action programs for individual accounts. The volume comprises a set of frameworks in two books: Book 1 -\u003cem\u003eThe Strategic Account Program\u003c\/em\u003e and Book 2 - \u003cem\u003ePlanning for Strategic Accounts\u003c\/em\u003e.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e978-0-9833300-1-1\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23px;\"\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e\u003cspan\u003e9780983330011-PDF\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e"}

{"id":1973200321,"title":"Case Studies In Managing Key, Strategic, and Global Customers","handle":"cases-in-managing-key-strategic-and-global-customers","description":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003eAuthor:\u003c\/strong\u003e Noel Capon and Christoph Senn\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003eDescription:\u003c\/span\u003e\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv data-canvas-width=\"642.2982352941177\"\u003eThe perfect supplementary text for any global account management course!\u003c\/div\u003e\n\u003cdiv data-canvas-width=\"642.2982352941177\"\u003eIn recent years, many corporations large and small, based in many countries around the world, have developed key, strategic, and global account management programs. Correspondingly, business schools, consulting organizations, and the Strategic Account Management Association (SAMA) offer courses for practicing managers. Additionally, business schools provide courses for graduate and undergraduate students, often supplementing courses on sales management and personal selling. To some extent, these courses suffer from a lack of cases studies of real-life account management situations. This volume is an attempt to redress that situation. Some cases are traditional long-form cases; others are merely a single paragraph. Regardless, each case focuses on a particular account management issue. Some cases require extensive preparation; other cases can be assigned just a few minutes before class discussion. This book is available in printed from an as an e-book. We use print-on-demand technology. Hence, we anticipate updating the book from time-to-time with additional cases as they become available.\u003c\/div\u003e\n\u003cdiv data-canvas-width=\"642.2982352941177\"\u003e\u003c\/div\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e.\u003c\/p\u003e\n\u003ctable\u003e\n\u003ctbody\u003e\n\u003ctr\u003e\n\u003ctd\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eDigital E-Book \u003c\/td\u003e\n\u003ctd\u003e\u003cspan\u003e978-0-9833300-6-6PDF\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"PDF \"}' data-sheets-userformat='{\"2\":2111744,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"24\":{\"1\":0,\"2\":3,\"3\":0,\"4\":3}}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"B\u0026amp;W Soft Cover\"}' data-sheets-userformat='{\"2\":2111744,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"24\":{\"1\":0,\"2\":3,\"3\":0,\"4\":3}}'\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd\u003e\u003cspan\u003e978-0-9833300-6-6\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-08-31T20:16:41-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":2270,"price_min":2270,"price_max":2470,"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":21198345991,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F584-2B9A-8A35:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Case Studies In Managing Key, Strategic, and Global Customers - eBook","public_title":"eBook","options":["eBook"],"price":2270,"weight":14,"compare_at_price":null,"inventory_quantity":-27,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-6-6PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198345543,"title":"Black and White Softcover Textbook","option1":"Black and White Softcover Textbook","option2":null,"option3":null,"sku":"978-0-9833300-6-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Case Studies In Managing Key, Strategic, and Global Customers - Black and White Softcover Textbook","public_title":"Black and White Softcover Textbook","options":["Black and White Softcover Textbook"],"price":2470,"weight":349,"compare_at_price":null,"inventory_quantity":-129,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-6-6","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/MSAfrontcover.png?v=1617060988"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/MSAfrontcover.png?v=1617060988","options":["Choose Format:"],"media":[{"alt":null,"id":21096402518169,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/MSAfrontcover.png?v=1617060988"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/MSAfrontcover.png?v=1617060988","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003eAuthor:\u003c\/strong\u003e Noel Capon and Christoph Senn\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003eDescription:\u003c\/span\u003e\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv data-canvas-width=\"642.2982352941177\"\u003eThe perfect supplementary text for any global account management course!\u003c\/div\u003e\n\u003cdiv data-canvas-width=\"642.2982352941177\"\u003eIn recent years, many corporations large and small, based in many countries around the world, have developed key, strategic, and global account management programs. Correspondingly, business schools, consulting organizations, and the Strategic Account Management Association (SAMA) offer courses for practicing managers. Additionally, business schools provide courses for graduate and undergraduate students, often supplementing courses on sales management and personal selling. To some extent, these courses suffer from a lack of cases studies of real-life account management situations. This volume is an attempt to redress that situation. Some cases are traditional long-form cases; others are merely a single paragraph. Regardless, each case focuses on a particular account management issue. Some cases require extensive preparation; other cases can be assigned just a few minutes before class discussion. This book is available in printed from an as an e-book. We use print-on-demand technology. Hence, we anticipate updating the book from time-to-time with additional cases as they become available.\u003c\/div\u003e\n\u003cdiv data-canvas-width=\"642.2982352941177\"\u003e\u003c\/div\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e.\u003c\/p\u003e\n\u003ctable\u003e\n\u003ctbody\u003e\n\u003ctr\u003e\n\u003ctd\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eDigital E-Book \u003c\/td\u003e\n\u003ctd\u003e\u003cspan\u003e978-0-9833300-6-6PDF\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"PDF \"}' data-sheets-userformat='{\"2\":2111744,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"24\":{\"1\":0,\"2\":3,\"3\":0,\"4\":3}}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"B\u0026amp;W Soft Cover\"}' data-sheets-userformat='{\"2\":2111744,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"24\":{\"1\":0,\"2\":3,\"3\":0,\"4\":3}}'\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd\u003e\u003cspan\u003e978-0-9833300-6-6\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e"}

{"id":1457540481,"title":"Transformative Selling, by Adam Rapp","handle":"ts","description":"\u003cp class=\"field-inline\"\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003e\u003c\/span\u003eAdam Rapp, Joe Calamusa, and Daniel G. Bachrach\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003c\/div\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cp\u003eAs much as selling has changed, in many ways the fundamental aspects of selling have remained the same. 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. 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\u003e\u003cspan style=\"text-decoration: underline;\"\u003eResource Manager, Knowledge Manager, and Account Manager\u003c\/span\u003e\u003c\/strong\u003e. These three sets of skills are the critical triumvirate for becoming a successful seller.\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e..\u003c\/p\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eDigital E-Book \u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e9780989701334-PDF\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23px;\"\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e978-0-9897013-3-4\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-07-08T00:42:59-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":1970,"price_min":1970,"price_max":2470,"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":21198350151,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F595-EF6B-8F8D:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Transformative Selling, by Adam Rapp - eBook","public_title":"eBook","options":["eBook"],"price":1970,"weight":21,"compare_at_price":null,"inventory_quantity":-18,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9897013-3-4PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198349895,"title":"Softcover Textbook","option1":"Softcover Textbook","option2":null,"option3":null,"sku":"978-0-9897013-3-4","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Transformative Selling, by Adam Rapp - Softcover Textbook","public_title":"Softcover Textbook","options":["Softcover Textbook"],"price":2470,"weight":21,"compare_at_price":null,"inventory_quantity":-48,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9897013-3-4","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/TSfrontcover.png?v=1617061175"],"featured_image":"\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/TSfrontcover.png?v=1617061175","options":["Choose Format:"],"media":[{"alt":null,"id":21096439677081,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/TSfrontcover.png?v=1617061175"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/products\/TSfrontcover.png?v=1617061175","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp class=\"field-inline\"\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003e\u003c\/span\u003eAdam Rapp, Joe Calamusa, and Daniel G. 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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. 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\u003e\u003cspan style=\"text-decoration: underline;\"\u003eResource Manager, Knowledge Manager, and Account Manager\u003c\/span\u003e\u003c\/strong\u003e. These three sets of skills are the critical triumvirate for becoming a successful seller.\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e..\u003c\/p\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eDigital E-Book \u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e9780989701334-PDF\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23px;\"\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e978-0-9897013-3-4\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e"}

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