The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
Inhoudsopgave
Introduction to Express Exec.
Introduction to Complex Sales.
What is Meant by Complex Sales?
The Evolution of Complex Sales.
The E-Dimension of Complex Sales.
The Global Dimension of Complex Sales.
The State of the Art – Winning Complex Sales Campaigns.
Complex Sales in Practice – Qualifying the Prospect.
Key Concepts and Thinkers.
Resources.
Ten Steps to Winning Complex Sales Through People.
Frequently Asked Questions.
Index.
Over de auteur
KEN LANGDON is presently the non-executive chairman for Soft Tools, a supplier of electronic Integrated Support Systems. Ken has worked for many major computer companies worldwide, including Hewlett Packard and DEC. As well as writing books, his experience as a process consultant has enabled him to help publishers and authors to improve the way that they translate business concepts into books and electronic tools.
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