Sales Express: Sales 12.1

ISBN-13: 9781841124544 / Angielski / Miękka / 2003 / 118 str.

Leo Gough

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. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

Spis treści

Introduction to ExpressExec.

Introduction.

What is Sales?

Evolution of Sales.

The E–Dimension.

The Global Dimension.

The State of the Art.

In Practice – Sales Success Stories.

Key Concepts and Thinkers.

Resources.

Ten Steps to Making Sales Work.

Frequently Asked Questions.

Index.

O autorze

LEO GOUGH is an accomplished writer who has authored and co–authored several books, including How the Stock Market Really Works, The Finance Manual for Non–Financial Managers, Investing in Biotechnology Stocks and several ExpressExec books

Blurb

• Fast–track introduction to the sales process. Focuses on personal selling, effective sales management, key sales skills, and the relationship between sales and marketing
• Covers the latest techniques in CRM, key account management, SPIN selling, and relationship selling.  Also deals with how to improve key selling skills such as prospecting, identifying qualified prospects, and the art of the close
• Case studies from Dyson, the Japanese car market, and Sotheby′s
• Includes a comprehensive resource guide, key concepts and thinkers, a 10–step action plan, and a section of FAQs