Selling Services : Sales 12.06

ISBN-13: 9781841124599 / Angielski / Miękka / 2003 / 120 str.

P. Forsyth

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 Selling Services.

What is Selling Services?

The Evolution of Selling Services.

The E–Dimension.

The Global Dimension.

The State of the Art.

In Practice.

Key Concepts and Thinkers.

Resources.

Ten Steps to Making Selling Services Work.

Frequently Asked Questions.

Index.

O autorze

PATRICK FORSYTH is a leading authority in the field of strategy and business.  He is head of Touchstone Training and Consultancy, an independent firm based in the UK, specializing in marketing consultancy, research and training on marketing issues, sales, communication and management skills.  Patrick has established a reputation as a leading thinker and writer, and is the author of more than 20 successful business books.

Blurb

• Fast–track route to effective service selling within a dynamic and globally competitive marketplace
• Covers the special approaches that make selling any kind of service acceptable to clients and an effective part of the overall marketing mix.  Also looks at practical ways of dealing with high customer expectations
• Case studies drawn from a wide number of service businesses including airlines, hotels, and financial and professional services
• Includes a comprehensive resource guide, key concepts and thinkers, a 10–step action plan, and a section of FAQs