Sales management for start-ups and SMEs: (Record no. 9622)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03112nam a22001937a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20250417155544.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 250417b |||||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781032583259 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.872 |
| Item number | HIR |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Anderson, Hirst |
| 245 ## - TITLE STATEMENT | |
| Title | Sales management for start-ups and SMEs: |
| Remainder of title | building an effective scalable sales organisation |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | Routledge |
| Place of publication, distribution, etc. | New York |
| Date of publication, distribution, etc. | 2025 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xv, 243 p. |
| 365 ## - TRADE PRICE | |
| Price type code | GBP |
| Price amount | 36.99 |
| 500 ## - GENERAL NOTE | |
| General note | Table of contents:<br/>Introduction. Who is this book for? How to use this book. A word on sales technology. Learn by doing. Chapter 1: The scalable sales organisation. Chapter 2: Your sales strategy and growth model. Chapter 3: Defining your sales process and customer journey. Chapter 4: B2B Personal selling under the microscope. Chapter 5: Your unique sales methodology. Chapter 6: Lead generation. Chapter 7: Your unique value proposition and pricing. Chapter 8: Sales organisation structures. Chapter 9: The work of sales managers in start-ups and SMEs. Chapter 10: Targets, forecasts, budgets and KPIs. Chapter 11: Pipeline and opportunity management. Chapter 12: Sales technology. Chapter 13: The vital importance of sales training. Chapter 14: Account Management. Chapter 15: Compensation, incentives and prizes. Chapter 16: Recruitment and onboarding. Chapter 17: Working with partners and resellers. Chapter 18: Evolving your sales organisation<br/><br/>[https://www.routledge.com/Sales-Management-for-Start-ups-and-SMEs-Building-an-effective-scalable-sales-organisation/Hirst/p/book/9781032583259?srsltid=AfmBOoqgtR4tlcUMAmr4AS0WnCyuKOUOKR6VG5vNXk8IxAOaOq5IVndZ] |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Managers and entrepreneurs know they have a great product or service - but they may not know how best to sell it.<br/><br/>Useful for nearly any sector or industry, this book is a thoroughly practical guide on how to build an excellent sales organisation, brick by brick. Creating an effective sales organisation is a challenge for many businesses, and it’s easy to waste resources on ineffective approaches. Many MBA and executive education programmes do not cover sales management in any depth. Filling this knowledge gap, this guide will help readers to create their own unique high-performing sales organisation that fits their product and market environment. Evidence-based and field-tested, it will gives answers to critical questions, including:<br/><br/>Which sales process should we use?<br/>How do we recruit, retain and inspire our sales team?<br/>What should we measure, and how should we manage it?<br/>What do great sales managers do?<br/>Rich with case studies from the author’s 25 years of sales consulting experience, this book will appeal to a wide variety of managers and entrepreneurs who wrestle with the question “How do I grow my business?” from sales directors to start-up founders to MBA students.<br/><br/>(https://www.routledge.com/Sales-Management-for-Start-ups-and-SMEs-Building-an-effective-scalable-sales-organisation/Hirst/p/book/9781032583259?srsltid=AfmBOoqgtR4tlcUMAmr4AS0WnCyuKOUOKR6VG5vNXk8IxAOaOq5IVndZ) |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Entrepreneurship |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Book |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Bill No | Bill Date | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Accession Number | Date last seen | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marketing | TB4535 | 12-03-2025 | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 03/27/2025 | Technical Bureau India Pvt. Ltd. | 2676.04 | 658.872 HIR | 008360 | 03/27/2025 | 4116.99 | 03/27/2025 | Book |