Select Selling Strategies to Win Customers by Defining the Ultimate Target Profile & Discovering What They Really Want

Name: Select Selling
Author: Donal Daly

Auteur: Donal Daly

Taal: Engels

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Auteur: Donal Daly Paul O'Dea

Engels
Hardcover
9781860762970
01 september 2004
192 pagina's

Alle productspecificaties

Samenvatting

Growing revenue in this evolved economy is a challenge. Products are hard to describe and value is difficult to explain. Traditional sales techniques are ineffective. Buyers are more sophisticated, selling cycles are longer and customers have increasingly complex buying processes. With CEOs, sales management and professional sales executives in mind, Donal Daly and Paul O'Dea have created the SELECT SELLING methodology to address this challenge. Between them, they have started six successful companies. In 40 years' combined experience, spanning five continents, they have sold complex products, managed and trained sales teams, and helped companies grow revenue through the definition and implementation of organizational process - from strategic market positioning to sales execution. Using SELECT SELLING, learn how to: select the right customers to pursue; become an expert in your customer's business; guide the sale with advanced questioning techniques; increase your sales conversion rate; and know which deals you can win. The SELECT SELLING methodology has been designed to equip anyone selling high value, complex products to large corporations with a defined and rigorous process that can be moulded to an individual salesperson's style but which also takes much of the uncertainty out of the sales process. It combines high-level, strategic marketing principles to draw the map, with focused tactics to complete each journey, addressing the practical stops along the way. SELECT SELLING will be of particular value to those in the high technology industry. It will help them enhance their productivity, hit their targets more consistently, and increase revenue. Each major chapter in the book is accompanied by a worksheet and the book is supported by a website, www.selectselling.com.

Productspecificaties

Inhoud

Taal: en
Bindwijze: Hardcover
Oorspronkelijke releasedatum: 01 september 2004
Aantal pagina's: 192
Illustraties: Nee

Betrokkenen

Hoofdauteur: Donal Daly
Tweede Auteur: Paul O'Dea
Hoofduitgeverij: Oak Tree Press

Vertaling

Originele titel: Select Selling

Overige kenmerken

Editie: New title
Extra groot lettertype: Nee
Studieboek: Nee
Verpakking breedte: 152 mm
Verpakking hoogte: 229 mm
Verpakking lengte: 229 mm
Verpakkingsgewicht: 439 g

EAN

EAN: 9781860762970

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Categorieën: Managementboeken

Sales & Marketing

Boeken
Taal: Engels
Boek, ebook of luisterboek?: Boek
Beschikbaarheid: Leverbaar
Studieboek of algemeen: Studieboeken

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