Sales Growth : Five Proven Strategies from the World's Sales Leaders By Baumgartner, Thomas / Hatami, Homayoun / Ark, Jon Vander Publisher : John Wiley & Sons Inc Published Date : 2012/04 Binding : Hardcover ISBN : 9781118343517 BookWeb Price : S$ 54.52 Kinokuniya Privilege Card member price : S$ 49.07 Availability Status : In stock at the Fulfillment Centre. Usually dispatches within 5 working days. Language : English

 
Foreword                                           xi
Preface                                            xv
  STRATEGY 1 FIND GROWTH BEFORE YOUR               1  (48)
  COMPETITORS DO
    Chapter 1 Look 10 Quarters Ahead               3  (14)
      Interview: William J. Teuber, Jr., EMC       14 (3)
    Chapter 2 Mine Growth beneath the Surface      17 (14)
      Interview: Alejandro Munoz, Pioneer          28 (3)
      Hi-Bred
    Chapter 3 Find Big Growth in Big Data          31 (18)
      Interview: Shashi Upadhyay, Lattice          45 (4)
      Engines
  STRATEGY 2 SELL THE WAY YOUR CUSTOMERS WANT      49 (82)
    Chapter 4 Master Multichannel Sales            51 (14)
      Interview: Gregory Lee, Samsung              62 (3)
    Chapter 5 Power Growth through Digital Sales   65 (20)
      Interview: Margo Georgiadis, Google          81 (4)
    Chapter 6 Innovate Direct Sales                85 (14)
      Interview: Jan Geldmacher, Vodafone          95 (4)
    Chapter 7 Invest in Partners for Mutual        99 (14)
    Profit
      Interview: Stu L. Levenick, Caterpillar      110(3)
    Chapter 8 Sell Like a Local in Emerging        113(18)
    Markets
      Interview: Mikhail Gerchuk, VimpelCom        127(4)
  STRATEGY 3 SOUP UP YOUR SALES ENGINE             131(30)
    Chapter 9 Tune Sales Operations for Growth     133(14)
      Interview: Alain Raes, SWIFT                 143(4)
    Chapter 10 Build a Technological Advantage     147(14)
    in Sales
      Interview: Frank van Veenendaal,             157(4)
      salesforce.com
  STRATEGY 4 FOCUS ON YOUR PEOPLE                  161(30)
    Chapter 11 Manage Performance for Growth       163(14)
      Interview: Mario Weiss, Wurth                175(2)
    Chapter 12 Build Sales DNA                     177(14)
      Interview: Ludwig Willisch, BMW              188(3)
  STRATEGY 5 LEAD SALES GROWTH                     191(34)
    Chapter 13 Drive Growth from the Very Top      193(8)
      Interview: Hubert Patricot, Coca-Cola        199(2)
      Enterprises
    Chapter 14 Make It Happen                      201(24)
      Interview: Huw Tippett, Novartis             220(5)
Epilogue                                           225(2)
Sales Growth Online                                227(2)
About the Authors                                  229(2)
Acknowledgments                                    231(2)
Index                                              233