Excellence In Sales
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Excellence In Sales
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Author : Holger Dannenberg
language : en
Publisher: Springer Science & Business Media
Release Date : 2010-11-02
Excellence In Sales written by Holger Dannenberg and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-11-02 with Business & Economics categories.
Successful companies focus on different aspects of their business. Some focus on the strength of their brand. Others focus on technological product innovations, develop into “solution providers” or commit themselves to commodity, high-volume bu- nesses. Other companies open international markets. Personal sales relationships with the customer play a decisive role in all of the stra- gies. The sales department does not merely assume the role of a mediator between suppliers and customers: it actively creates added value for customers. It adds value for customers through consultation, special offers and projects, and it coordinates the performance of the company. It negotiates fair prices. It also receives support from the numerous e-marketing, classical advertising, direct marketing, telephone marketing, trade fairs and events channels.In addition it draws on comprehensive research rega- ing the customer. Sophisticated corporate strategies only function when the sales department utilises them in interacting with key customers. Any successful market implementation begins with the sales department.
Field Sales Excellence
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Author : John Pennington
language : en
Publisher: CreateSpace
Release Date : 2015-10-20
Field Sales Excellence written by John Pennington and has been published by CreateSpace this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-10-20 with categories.
Field Sales Excellence covers all the skills you need to be a top salesperson, in a readable and highly practical manner. From how to find the ideal prospects and advance the sale, to strategies for building long-lasting business relationships, this workbook takes you, with straightforward tips and advice, through all the steps to make the sales process work in your favour. You learn how to make stunning sales presentations, how to negotiate for win-win outcomes, and the best techniques for understanding and handling objections. Not least, you get tried and proven closing techniques, which you can start applying right away. With its abundance of ideas, examples, and tools, Field Sales Excellence quickly becomes indispensable to any successful sales person.
Sales Excellence
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Author : Christian Homburg
language : en
Publisher: Springer Science & Business Media
Release Date : 2012-10-24
Sales Excellence written by Christian Homburg and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-24 with Business & Economics categories.
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Field Sales Excellence
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Author : John Pennington
language : en
Publisher: Accela Pty Limited
Release Date : 2019-05-28
Field Sales Excellence written by John Pennington and has been published by Accela Pty Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-05-28 with categories.
Field Sales Excellence covers all the skills you need to be a top salesperson, in a readable and highly practical manner. From how to find the ideal prospects and advance the sale, to strategies for building long-lasting business relationships, this workbook takes you, with straightforward tips and advice, through all the steps to make the sales process work in your favour. You learn how to make stunning sales presentations, how to negotiate for win-win outcomes, and the best techniques for understanding and handling objections. Not least, you get tried and proven closing techniques, which you can start applying right away. With its abundance of ideas, examples, and tools, Field Sales Excellence quickly becomes indispensable to any successful sales person.
The Critical Pillars Of Sales Excellence How To Prospect Sell And Win Customers
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Author : Ferdinand M. Ibezim
language : en
Publisher:
Release Date : 2019-08-21
The Critical Pillars Of Sales Excellence How To Prospect Sell And Win Customers written by Ferdinand M. Ibezim and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-08-21 with Business & Economics categories.
Selling Rests On Seven Critical Pillars: Pillar One: Develop your competence by acquiring sufficient knowledge about your products and services, understand your target market, have sufficient information about your competitors, and master your marketing and sales strategy.Pillar Two: Identify, target and gain access to those who need and want your products and services; will derive value from your products and services; and who have the capacity and authority to acquire them. Make sufficient contacts, secure enough referrals and introductions.Pillar Three: Make presentations to the prospects by communicating the features, benefits, value proposition and competitive advantages of your products and services. This pillar also involves dealing with the objections and concerns of prospects.Pillar Four: Follow up and reinforce your value proposition; until you win the customer.Pillar Six: Manage the customers, deepen the relationship, achieve customer loyalty and cross sell to existing customers.Pillar Seven: Make customers your advocates, and use them to secure new contacts and businesses.Are you a new or an experienced business development professional? This book offers you practical tips and techniques to help you find those who need what you have and have what you need. The book is loaded with easy to apply tools, processes and systematic steps to plan your sales activities, make sales presentations, negotiate with different buyer types, deal with objections, manage your sales efforts, win and retain customers. This practical and easy to read book identifies all that you need to know, the skills to develop and the right sales attitude to excel in today's highly competitive market space.
The Six Steps To Excellence In Selling
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Author : Warren Wechsler
language : en
Publisher: Better Books
Release Date : 1995
The Six Steps To Excellence In Selling written by Warren Wechsler and has been published by Better Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995 with Business & Economics categories.
Learn what is important in a selling car how to achieve your selling goals, and each step in the process is necessary to your success. Whether you are a new sale: person, an accomplished sales professional or a small business owner with little or no direct sales experience, this book will give you the information, forms and action plans to get you to the top and keep you there.
The Grid For Sales Excellence
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Author : Robert Rogers Blake
language : en
Publisher: McGraw-Hill Companies
Release Date : 1970
The Grid For Sales Excellence written by Robert Rogers Blake and has been published by McGraw-Hill Companies this book supported file pdf, txt, epub, kindle and other format this book has been release on 1970 with Business & Economics categories.
Sales Excellence Pocketbook
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Author : Patrick Forsyth
language : en
Publisher: Management Pocketbooks
Release Date : 2015-09-16
Sales Excellence Pocketbook written by Patrick Forsyth and has been published by Management Pocketbooks this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-16 with Business & Economics categories.
Key techniques to help maximise the effectiveness of your next sales meeting. The Sales Excellence Pocketbook explains how to make the right initial impression, how to discover customer needs, how to present the best possible case and, crucially, how to close successfully. Also gives tips and techniques on how to prepare for the sales meeting and how to follow-up effectively. The Journal of International Selling and Sales Management said of the book: 'A very practical guide to adapting the sales approach to specific customer needs. This Pocketbook could be regularly used with advantage by anyone engaged in selling'.
Proactive
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Author : Will Gray
language : en
Publisher:
Release Date : 2021-02-21
Proactive written by Will Gray and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-02-21 with categories.
Why do Marine Corps leaders eat last? Why does Frito-Lay dominate the market? What do you do when you lose your luggage in a strange city the night before an interview?Proactive: Achieving Excellence in Sales and Customer Relationships shows you how to find success by prioritizing opportunities and mitigating threats through a purpose-driven approach to business and customer relationships.Gray is an award-winning sales and marketing professional with more than 25 years of experience leading teams in Fortune 500 companies. This book is full of real-world stories from inside some of the best companies in the world that show you how to overcome challenging obstacles and fuel successful strategies.It is for the new sales professional or the experienced seller and sales leader looking to ignite their performance and evolve in a highly complex environment.This book will teach you how to:* Identify what is important to the customer and focus on collaborative problem-solving* Develop key objectives and measure progress and success through disciplined planning* Effectively lead and develop others to create a winning environment and positive culture* Leverage human connection to develop preferential and sustainable relationships with customers* Differentiate your product or service to deliver value* Drive excellence through evolving your approach to customers and the business
Achieve Sales Excellence
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Author : Howard Stevens
language : en
Publisher: Simon and Schuster
Release Date : 2006-11-29
Achieve Sales Excellence written by Howard Stevens and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-11-29 with Business & Economics categories.
Increase your business’s sales with these seven essential practices salespeople and organizations must embrace to thrive in today’s competitive marketplace. Companies today are struggling to find the one thing that matters in today’s competitive marketplace. Price? Quality? Innovative product features? While all of the above factors certainly influence a customer’s buying decision, none of them is the most influential factor. What is? The employee who has the most power to make or break your company’s bottom line and influence its customers—the salesperson. Achieve Sales Excellence examines the paradigm of business-to- business sales. This book is based on the results of a fourteen-year study, which asked business customers—the key constituent group of professional salespeople—to define the qualities of world-class salespeople and organizations. It offers unmatched insights into sales performance issues and the practices sales professionals and organizations must embrace to become world-class sales forces.