Beyond the Sales Process 12 Pr

Andersen, Steve

ISBN 10: 081443715X / ISBN 13: 9780814437155

Editore: AMACOM, 2016

Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Codice articolo 00102691489

Riassunto:

Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. If you want to gain the winning edge for your sales performance, it s time to embrace the entire customer life cycle.Beyond the Sales Process provides readers with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this one-of-a-kind resource reveals 12 essential strategies for the sales person wanting to take their performance to a whole new level, including: Research your customer Build a vision with them for their own success Understand your customer s drivers, objectives, and challenges Create and realize value together Leverage your results to forge lasting--and mutually beneficial--relationships And more!See why Jeff Haden, Inc. called it one of 2017 s 15 Great Business Books You Should Definitely Read This Year. If you want to successfully sell to your customers, you need to know your customers . . . beyond the sales process!

Informazioni sull?autore:

STEVE ANDERSEN is President and Founder of Performance Methods, Inc., a sales and account management best-practices consulting firm, whose clients include many of the world’s top companies. DAVE STEIN is a sales consultant and strategist whose expertise has been featured in Fast Company, BusinessWeek, Inc., The Wall Street Journal, Fortune, and Forbes. He is an advisor to Sales and Marketing Management magazine.

Dati bibliografici

Titolo: Beyond the Sales Process 12 Pr
Casa editrice: AMACOM
Data di pubblicazione: 2016
Legatura: Rilegato
Condizione: Very Good