The Sales Growth Imperative[销售增长势在必行]

作者: David J. Cichelli （戴维·J·奇凯利）著

出版社: McGraw-Hill

出版时间: 2010-10

版次: 1

ISBN: 9780071739030

定价: 296.40

装帧: 精装

页数: 320页

正文语种: 英语

丛书: 营销专家系列

分类: 外文古旧书>英文书>经济

Can you handle SUCCESS?

With business growth come great things—larger market share, increased revenue, happy shareholders. However, sustaining revenue growth is seldom easy. Sales departments must quickly and seamlessly change sales strategies and tactics to grow sales. Unfortunately, sales departments are often ill-equipped to make the right changes at the right time.

At long last, a solution to this common problem is at hand. It's called the Sales Growth Model?. Created by David Cichelli and his team at the Alexander Group, a leading sales effectiveness consulting company, the Sales Growth Model explains how to keep sales results improving during all phases of market maturity. In The Sales Growth Imperative, Cichelli uses his game-changing approach to help you anticipate impending challenges and take the right action, enabling the growth to continue— and the sales department to flourish. He shows you the four stages of business growth and illustrates the challenges of each one:

STAGE 1: START–UP
Growth at an accelerating rate
Challenges: adding additional selling capacity

STAGE 2: VOLUME GROWTH
Growth at a declining rate
Challenges: finding new customers, keeping current ones, and launching new products

STAGE 3: RE-EVALUATION
Little to no growth
Challenges: price management and cost reduction

STAGE 4: OPTIMIZATION
Profitable revenue growth
Challenges: new value proposition, reaching new markets, and specialization David J. Cichelli is Senior Vice President and sales compensation practice manager of The Alexander Group. He is a frequent speaker on sales effectiveness and sales compensation issues and teaches sales effectiveness for Columbia University's Sales Management Program. Cichelli is the author of Compensating the Sales Force and World at Work's one-day class on sales compensation, and he is a contributing author to Sales and Marketing magazine.
内容简介:
Can you handle SUCCESS?

With business growth come great things—larger market share, increased revenue, happy shareholders. However, sustaining revenue growth is seldom easy. Sales departments must quickly and seamlessly change sales strategies and tactics to grow sales. Unfortunately, sales departments are often ill-equipped to make the right changes at the right time.

At long last, a solution to this common problem is at hand. It's called the Sales Growth Model?. Created by David Cichelli and his team at the Alexander Group, a leading sales effectiveness consulting company, the Sales Growth Model explains how to keep sales results improving during all phases of market maturity. In The Sales Growth Imperative, Cichelli uses his game-changing approach to help you anticipate impending challenges and take the right action, enabling the growth to continue— and the sales department to flourish. He shows you the four stages of business growth and illustrates the challenges of each one:

STAGE 1: START–UP
Growth at an accelerating rate
Challenges: adding additional selling capacity

STAGE 2: VOLUME GROWTH
Growth at a declining rate
Challenges: finding new customers, keeping current ones, and launching new products

STAGE 3: RE-EVALUATION
Little to no growth
Challenges: price management and cost reduction

STAGE 4: OPTIMIZATION
Profitable revenue growth
Challenges: new value proposition, reaching new markets, and specialization
作者简介:
David J. Cichelli is Senior Vice President and sales compensation practice manager of The Alexander Group. He is a frequent speaker on sales effectiveness and sales compensation issues and teaches sales effectiveness for Columbia University's Sales Management Program. Cichelli is the author of Compensating the Sales Force and World at Work's one-day class on sales compensation, and he is a contributing author to Sales and Marketing magazine.

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The Sales Growth Imperative[销售增长势在必行]

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