The Dictionary of Selling Terminology by Pamela Peterson & Kent Kubie
The authors’ primary intention in writing The Dictionary of Selling Terminology is to provide a definitive and comprehensive reference list of the terminology and definitions used by sellers and buyers on a global basis to address the necessity for a standardized and universal sales language to mitigate the confusion and ambiguity inherent in the selling and buying language due to definitional differences.
The Dictionary is written for sales professionals, including Chief Sales Officers, Chief Revenue 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. However, professionals who serve in supporting functional roles such as finance, legal, operations, and all of the internal and external stakeholders will gain a deeper understanding and appreciation of what it is like to walk in the shoes of the sales professional and the buyer.
The Dictionary is also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions and is also an essential resource for Sales, Supply Chain Management, and Marketing professors and their students
Pamela Peterson has more than 30 years of diversified experience in sales, strategy, key account management, and marketing at the national and global level with a proven track record of driving long-term sustainable growth. Her industry expertise includes professional service firms and industrial and durable goods manufacturers ranging in size from start-ups to Fortune 100 corporations. She has significant experience in managing complex initiatives across highly matrixed organizations with multiple stakeholders.
Pamela joined The Malcolm McDonald Academy (MMA) and Market2Win in 2019. She is tasked with curriculum development as well as teaching and research. In addition, she is serving as the Managing Director for the Americas.
From 2008 through 2018, Pamela taught in the College of Business Administration at the University of Nebraska Omaha (UNO). In that position, she taught upperdivision and graduate courses in sales, key account management, marketing, and management. During her tenure at UNO, she developed several new sales courses, including Global Strategic Account Management, Consultative Selling Principles, Selling in an Entrepreneurial Context, Selling Financial Services, and Predictive Analytics for the Sales Function.
Kent Kubie has over 30 years of experience in technology sales, consulting, and management. His diverse industry experience and expertise ranges from healthcare, manufacturing, financial services, transportation, and telecommunications. His product expertise includes SaaS, Cyber Security, Enterprise software and hardware, Cloud, AI/ML Cognitive (IBM Watson Health), Hyper-converged Infrastructure, Virtualization, and Salesforce.
Kent is a proven leader who can organize and implement sales strategies leveraging internal and external resources to accomplish sustainable revenue growth and client success.
Kent has spent the majority of his career working for IBM in numerous roles. From 2010 to 2018 Kent served as the Software Client Leader where he was responsible for leading the strategic account planning, channel partnerships, and sales execution for Fortune 500 clients.
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