Value Added Selling Techniques
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Value Added Selling Techniques
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Author : Thomas P. Reilly
language : en
Publisher:
Release Date : 1987
Value Added Selling Techniques written by Thomas P. Reilly and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1987 with Business & Economics categories.
Value Added Selling How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price 3 E
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Author : Tom Reilly
language : en
Publisher: McGraw Hill Professional
Release Date : 2010-04-16
Value Added Selling How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price 3 E written by Tom Reilly and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-04-16 with Business & Economics categories.
Your customers have come a long waysince Value-Added Selling was publishedtwenty-five years ago. More knowledgeable,proactive, and price conscious, they regularlyscour the Internet for low prices andhave come to expect much more for eachdollar they spend. Now, Tom Reilly has updated his salesclassic to address a marketplace where slashingdeals has become the standard response tobuyers’ addictions to bargain-basement prices.Used to great success for more than twodecades and through every type of economy,Reilly’s pioneering value-added sales methodoperates according to two simple rules: Addvalue, not cost; sell value, not price. It’s theonly way to protect your profit margins withtoday’s customers. Value-Added Selling provides the strategies andtactics you need to not only close more salesbut to improve repeat business by understandingbuyers’ needs from their perspective—and defining “value” accordingly. Reilly thenhelps you: Build a master plan that clearlydirects your selling efforts Create sales tools that help youcommunicate your value Develop and execute effectivevalue-added sales calls Connect with and sell to decisionmakers at the highest levels Increase customer retention bycontinuously creating new value There’s nothing stopping you from joiningthe armies of salespeople who choose to competeon price. You can always lower your priceand land a few sales. But at what cost? If youwant to sell more products or services, moreprofi tably, to more people, you must resist thistemptation and begin focusing on value. Use Value-Added Selling to consistently delivermeaningful value to your customers, competeat a higher level than your competition, andprotect your profi ts in any kind of economy.
Value Added Sales Management
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Author : Thomas P. Reilly
language : en
Publisher: McGraw Hill Professional
Release Date : 1993
Value Added Sales Management written by Thomas P. Reilly and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 1993 with Business & Economics categories.
Value-added selling has become the strategy for competing in the '90s. An essential element of an effective value-added sales force is the consistent follow-up training it must receive. This book addresses front-line sales managers who view training as the catalyst to change and management as the real agent of change.
Value Added Customer Service
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Author : Tom Reilly
language : en
Publisher: McGraw-Hill/Contemporary
Release Date : 1996
Value Added Customer Service written by Tom Reilly and has been published by McGraw-Hill/Contemporary this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with Business & Economics categories.
Goes beyond the sale to explore what an organization must do to build and maintain a solid client base.
Crush Price Objections Sales Tactics For Holding Your Ground And Protecting Your Profit
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Author : Tom Reilly
language : en
Publisher: McGraw Hill Professional
Release Date : 2010-02-19
Crush Price Objections Sales Tactics For Holding Your Ground And Protecting Your Profit written by Tom Reilly and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-02-19 with Business & Economics categories.
Hold the line on price in every transaction—from the leading expert on Value-Added Selling! These days it seems like we’re always in a buyer’s market. But even at a time when the word value is usedinterchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionalsto regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-AddedSelling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. Itprovides tips and tactics for: Developing a price-objection counterattack before you meet with buyers Using questions and compelling presentations to move theconversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating winning bids—on paper and online Crush Price Objections offers you the tactical support you need to focus specifically on price resistance inorder to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stophaggling—and start closing!
Contemporary Selling
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Author : Mark W. Johnston
language : en
Publisher: Routledge
Release Date : 2013-08-15
Contemporary Selling written by Mark W. Johnston and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-08-15 with Business & Economics categories.
Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today. The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features: ‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling Mini-cases to help students understand and apply the principles they have learned in the classroom Role-plays at the end of each chapter enabling students to learn by doing Special appendices on selling math and developing a professional sales proposal Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .
Selling Confidential Ben Franklin S Little Known Scientific Formula Improves Selling Skills 52
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Author : Bob Oros
language : en
Publisher: Lulu.com
Release Date : 2014-04-11
Selling Confidential Ben Franklin S Little Known Scientific Formula Improves Selling Skills 52 written by Bob Oros and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-04-11 with Business & Economics categories.
Using a scientifically proven system you will become a highly skilled, confident sales person improving your skills 52% in 13 weeks. Selling Confidential is a more confident and educational approach to selling that will take you step by step to success by mastering the attitudes and skills resulting in you being a top performing sales professional. All the doubts, fears and worries you ever had will disappear and will be replaced with a positive, aggressive approach. These topics have been presented over 2000 times to some of the largest companies in the U.S.
The Value Added Organization
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Author : Thomas P. Reilly
language : en
Publisher:
Release Date : 2000
The Value Added Organization written by Thomas P. Reilly and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000 with Business & Economics categories.
The Dynamic Strategist The Mackenzie Bauer Framework For Business Development
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Author : Dr Colin Mackenzie FHEA
language : en
Publisher: Sunlabs Corporation
Release Date : 2026-01-04
The Dynamic Strategist The Mackenzie Bauer Framework For Business Development written by Dr Colin Mackenzie FHEA and has been published by Sunlabs Corporation this book supported file pdf, txt, epub, kindle and other format this book has been release on 2026-01-04 with Business & Economics categories.
Master Strategy, Don’t Just Map It. In an era of rapid disruption, traditional business models are no longer enough. "The Dynamic Strategist" introduces the groundbreaking Mackenzie-Bauer Framework, a transformative approach to business development that bridges the gap between academic theory and high-stakes commercial execution. Authored by Dr. Colin Mackenzie with by Dr. Alexander Bauer, this contemporary guide is designed for those who refuse to let their strategy sit on a shelf. Whether you are a business student mastering the fundamentals, a lecturer seeking a robust classroom framework, or a commercial leader driving organisational growth, this book provides the tools to move from static analysis to decisive action. This book has received positive comments from the Institute of Sales Professionals, author Neil Rackham, and many leading business people and academics. What Makes This Book Your Essential Strategic Toolkit? The Mackenzie-Bauer Framework: A proprietary, multi-dimensional model that synchronises sales leadership, operational agility, and market intelligence into a single, cohesive strategy. Contemporary & Future-Proof: Built for the 2025 business landscape, addressing modern challenges like AI integration, ESG (Environmental, Social, and Governance) mandates, and the shift toward circular economies. Beyond the Classics: While honouring foundations like Porter’s Five Forces and the Ansoff Matrix, this book identifies their modern limitations and introduces "The Sixth Force" - the critical impact of government and regulatory influence on today’s global markets. Action-Oriented Insights: Includes real-world European case studies (from whisky distilleries to tech startups) that demonstrate how to apply transformational strategy in real-time. The Unique Selling Proposition (USP) Unlike traditional strategy texts that focus on retrospective analysis, "The Dynamic Strategist" treats strategy as a living, breathing ecosystem. Its unique focus on Sales Leadership ensures that every department - from marketing to production - is aligned with the ultimate goal of sustainable revenue generation and customer trust. Who Is This For? Business Students & MBA Candidates: Gain a competitive edge with a framework used by top-tier consultants and academics. Lecturers & Educators: A comprehensive resource for Entrepreneurship, Sales Management, and Strategic Leadership courses. Commercial Leaders & CEOs: A practical roadmap for pivoting organisations and capitalising on new market opportunities with agility. This book also includes guidance for entrepreneurs who wish to present their strategy in a persuasive manner and introduces the concept of Unique Selling Methodology (USM) , a step beyond Unique Selling Proposition.
The Channel Advantage
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Author : Tim Furey
language : en
Publisher: Routledge
Release Date : 2012-05-23
The Channel Advantage written by Tim Furey and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-23 with Business & Economics categories.
Channel innovation is separating market winners from market losers, and not just in leading-edge technology industries. In a business world where industry players are selling practically the same products at essentially the same prices at about the same cost, the only real source of sustainable competitive advantage is the sales channel: how you sell, not what you sell. Selling becomes a question of how to connect products with customers via the best mix of sales channels: the sales force, value-added partners, distributors, retail stores, telemarketing, and the Internet. In short, how companies sell has become as important as what they sell. 'The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage. Timothy R. Furey is chairman, CEO and co-founder of Oxford Associates, a privately held consulting firm specializing in sales and market strategy, e-commerce channel integration and market research, based in Bethesda, Maryland. Oxford has achieved an annual growth of more than forty percent since its creation in 1991 and was named one of America's 500 fastest growing private companies by Inc. Magazine in 1997. Furey, a pioneer in the use of hybrid sales and marketing strategies for blue chip companies, works extensively with senior management leadership teams to develop and implement go-to-market growth strategies. His clients include IBM, American Express, Marriott, Xerox, Fidelity Investments, Bristol-Myers Squibb, and Johnson & Johnson. Under his leadership, Oxford Associates has developed leading-edge strategies, business processes and systems for deploying and integrating multi-channel sales and marketing systems. They work to align products with the right customers via an appropriate mix of the Internet, telesales, distributors, value-added partners, and traditional sales force channels. Mr. Furey is the co-author of THE CHANNEL ADVANTAGE (Butterworth-Heinemann, August 31, 1999), which is endorsed by the CEOs of America Online, Lotus Development, Ocean Spray, and Xerox. Mr. Furey also serves on the Board of Directors of Alpha Industries (Nasdaq:AHAA), a leading semiconductor manufacturer for wireless telephone applications. Previously, Mr. Furey worked with Boston Consulting Group, Strategic Planning Associates, Kaiser Associates and the Marketing Science Institute. He earned a BA in Economics, cum laude, from Harvard University and an MBA from the Harvard Business School. Lawrence G. Friedman is an internationally recognized channel strategy consultant whose clients have included companies such as Lotus, AT&T, Canon, Compaq Digital Equipment, Microsoft and Bell Atlantic. He also held executive level positions at Andersen Consulting and Huthwaite, Inc., the sales research firm that developed the SPIN Selling Model. In 1996, Friedman, with Neil Rackham and Richard Ruff, co-authored the best-seller, GETTING PARTNERING RIGHT (McGraw-Hill). He is on the review board of the Journal of Selling and Major Account Management, which published his article, Multiple Channel Sales Strategy, in the April, 1999 issue. His firm, The Sales Strategy Institute, works with clients to identify and evaluate new go-to-market opportunities and conducts in-depth channel strategy workshops and seminars. Mr. Friedman is a frequent guest speaker and lecturer on sales and channel strategy throughout the United States, Europe and Asia. Mr. Friedman earned an MA from the University of Chicago.