Complex Sales : Sales 12.04

ISBN-13: 9781841124575 / Angielski / Miękka / 2003 / 118 str.

Ken Langdon

Opis

The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal.

Spis treści

Introduction to ExpressExec.

Introduction to Complex Sales.

What is Meant by Complex Sales?

The Evolution of Complex Sales.

The E–Dimension of Complex Sales.

The Global Dimension of Complex Sales.

The State of the Art – Winning Complex Sales Campaigns.

Complex Sales in Practice – Qualifying the Prospect.

Key Concepts and Thinkers.

Resources.

Ten Steps to Winning Complex Sales Through People.

Frequently Asked Questions.

Index.

O autorze

KEN LANGDON is presently the non–executive chairman for SoftTools, a supplier of electronic Integrated Support Systems.  Ken has worked for many major computer companies worldwide, including Hewlett Packard and DEC.  As well as writing books, his experience as a process consultant has enabled him to help publishers and authors to improve the way that they translate business concepts into books and electronic tools.

Blurb

• Fast–track route to beating the competition and successfully closing complex sales.
• Covers getting to grips with the technical and commercial risks that make up complex selling, understanding the needs of the buyer, effectively managing the time and resource spent in carrying out a complex sale, and implementing a successful sales campaign
• Features a worked example of a team–built sales campaign plan
• Includes a comprehensive resource guide, key concepts and thinkers, a 10–step action plan to winning complex sales, and a section of FAQs