Share these talks and lectures with your colleagues
Invite colleaguesWe noted you are experiencing viewing problems
-
Check with your IT department that JWPlatform, JWPlayer and Amazon AWS & CloudFront are not being blocked by your network. The relevant domains are *.jwplatform.com, *.jwpsrv.com, *.jwpcdn.com, jwpltx.com, jwpsrv.a.ssl.fastly.net, *.amazonaws.com and *.cloudfront.net. The relevant ports are 80 and 443.
-
Check the following talk links to see which ones work correctly:
Auto Mode
HTTP Progressive Download Send us your results from the above test links at access@hstalks.com and we will contact you with further advice on troubleshooting your viewing problems. -
No luck yet? More tips for troubleshooting viewing issues
-
Contact HST Support access@hstalks.com
-
Please review our troubleshooting guide for tips and advice on resolving your viewing problems.
-
For additional help, please don't hesitate to contact HST support access@hstalks.com
We hope you have enjoyed this limited-length demo
This is a limited length demo talk; you may
login or
review methods of
obtaining more access.
- Sales is a strategic issue
-
1. The changing role of salespeople
- Prof. Bill Donaldson
-
2. Strategic customer management: sales is a strategic issue
- Prof. Nigel Piercy
-
3. Understanding the sales process: selling in the 21st century
- Mr. Harry Macdivitt
- Sales and marketing drive customer value
-
4. Ending the war between sales and marketing
- Mr. Andrew Turnbull
-
5. Clarifying the roles of marketing and sales
- Dr. Kenneth Le Meunier-FitzHugh
-
6. World class key account management
- Prof. Lynette Ryals
- Sales performance improvement is the priority
-
7. Understanding the link with Customer Relationship Management (CRM)
- Dr. Pravin Balaraman
-
8. Sales force performance management
- Dr. Régis Lemmens
-
9. How sales and sales management are changing
- Ms. Beth Rogers
Printable Handouts
Navigable Slide Index
- Introduction
- Nothing happens until someone sells something
- The role of personal selling
- The sales process
- The development of selling
- Selling today
- Causes of change
- The effects of change
- Value creation
- Sales resource management
- Leadership
- The strategic role of sales
- The skills gap
- Characteristics of a profession
- The challenge of change
- The future?
- Summary
- References
Topics Covered
- The role of personal selling
- Sales standard
- How the environment for selling has changed
- The effects of change on the value creation imperative
- New methods of sales
- Resource management
- The skills gap
- The strategic role of sales characteristics of the profession
- The challenge of change
Talk Citation
Rogers, B. (2010, March 31). How sales and sales management are changing [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved September 1, 2024, from https://doi.org/10.69645/ETEG1475.Export Citation (RIS)