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ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle

Nick, Michael, Koenig, Kurt

Editore: Kaplan Publishing, 2004
ISBN 10: 1607145227 / ISBN 13: 9781607145226
Usato / Quantità: 1
Da Nearfine Books (Brooklyn, NY, U.S.A.)
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Titolo: ROI Selling: Increasing Revenue, Profit, and...

Casa editrice: Kaplan Publishing

Data di pubblicazione: 2004

Condizione libro: very good


Gently used. Expect delivery in 20 days. Codice inventario libreria 9781607145226-3

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Riassunto: ROI selling works within a company's existing sales methods to increase the effectiveness and production of their sales force. Current economic conditions are forcing everyone from large corporations to smaller privately held companies to maximize their revenue streams from new and existing customers. To be successful, firms today must outsell their competition and exceed customer expectations-thus creating long-term satisfaction and loyalty. While basic sales methodologies instruct salespeople on the nuts and bolts of the sales process-who to approach in an organization, when to ask questions, and what to ask-ROI Selling takes them to a new level. Using a unique ""360 Degree Measurement"" technique, this guide provides practical tools for turning valuable customer feedback into a compelling case for their products and services. Sales professionals will be able to demonstrate to the customer how their products and services will produce a more successful and tangible outcome than the competition. Techniques from ROI Selling are currently being used to effectively increase the productivity of sales forces in a variety of industries, and they have been licensed by the authors of Solution Selling as part of their training programs that reach thousands of sales professionals each year. Through the use of actual case studies, ROI Selling provides stories, success criteria, and actual statistics on value estimation to aid readers in building compelling ROI models for their own products and services.

L'autore: Michael J. Nick is president and founder of ROI4Sales, Inc., and author of ROI Selling. He is a nationally recognized expert in value estimation and ROI and conducts public workshops and seminars throughout the year. Nick has been featured in national publications, including Software CEO, Sales and Marketing Management, and Selling Power, and as a speaker at major industry events. His expertise extends globally with companies like Oracle, Great Plains, Hewlett-Packard, and Rockwell Automation.


Robert F. Kantin is president and founder of, a sales consultancy and software company. A veteran of the software and training industries, he founded Electronic Learning Systems in 1987, which he sold to Goal Systems in 1989. He has served in executive positions at leading firms, including MTech as Vice President and Manager of the computer-based training business unit and Goal Systems as Director of the professional services group for the Southwest. 

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