Getting a Top Job in Sales and Business Development
1st Edition
Published on 26. April 2002
Book
Paperback/Softback
176 pages
978-0-7494-3724-4 (ISBN)
Description
For anyone who wants to be the best - and thinks they have what it takes to make it to the top of their chosen career this series of books offers a wealth of advice and insider's tips. Informative and inspirational each book in the series includes Case studies, interviews or profiles of successful people in the field; Advice on key skills to develop; Information on key elements of particular jobs; Hints on getting in and on; Contact points and useful addresses; Websites of interest; Advice on where to find the top jobs
More details
Series
Language
English
Place of publication
London
United Kingdom
Target group
College/higher education
Professional and scholarly
Interest Age: From 16 to 18 years
Product notice
Paperback (trade)
Dimensions
Height: 234 mm
Width: 142 mm
ISBN-13
978-0-7494-3724-4 (9780749437244)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
Patrick Forsyth runs Touchstone Training & Consultancy based in the UK and specialises in marketing, sales and communications skills. Writing is a significant part of his own work portfolio. He is the author of more than fifty successful business books (with translations into 23 languages). These include: How to Motivate People, Successful Time Management, How to Write Reports and Proposals, Tough Tactics for Tough Times, Effective Business Writing and The PowerPoint Detox (all published by Kogan Page). He writes regularly for a number of business journals and for Writing Magazine, and devises and writes training materials.
Content
Chapter 1 Selling and business development defined: The role of selling; The importance of selling; Stereotyped images; The sales job day-to-day; The link to top management; Conclusion. Chapter 2 The range of opportunities: Too much choice?; Striking a balance; A view of qualifications; The ways forward; A basis for decision; A key question - rewards. Chapter 3 The many kinds of sales job: A sales role; Horses for courses; Different categories; The core field role; Different reward systems; Hard sell and rogues; Looking ahead; Summary. Chapter 4 Business development: A complex process; The characteristics of complex sales; Product examples; Key account management. Chapter 5 Selling what?: Consumer, industrial or business-to-business product selling?; Social marketing; Specialist industries; Fishes and ponds; A sure route to the top; An opportunity. Chapter 6 Management's sales role: Why management sells; Sales management; Management titles; Sex. Chapter 7 International opportunities: Some issues to consider; Organisational approaches to overseas markets. Chapter 8 Selling and e-commerce; Complications; Opportunities; Conclusions. Chapter 9 Key attributes -skills and qualifications: The right skills in the right form; Qualifications; Ongoing growth; What makes for sales excellence?; The sales job - the fundamentals; The process in view; A final word. Chapter 10 The route to the top: The world of work; Setting a course; Perception is reality; Active career management; The way ahead; What constitutes career success; Success, and realism; Competitive and political pressures. Chapter 11 Where to find top sales jobs: The prerequisites of successful job seeking; Where to find sales jobs.