The sales book
SELLING AND SALES MANAGEMENT IN ACTION The Sales Book picks out the top challenges that you are likely to face and shows you how to maximise your own performance and that of a sales team. Every challenge is broken down into user-friendly advice that follows a clear structure: # The objectives of e...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Harlow, England :
Pearson
[2013]
|
| Edición: | 1st ed |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627842706719 |
Tabla de Contenidos:
- Cover
- Contents
- About the author
- Acknowledgements
- Introduction
- Part 1: Fundamentals for selling
- What is selling and what type is right for the organisation?
- Knowledge, skills and attitudes for success
- Managing time effectively
- The first steps - finding potential customers
- Why people buy
- Part 2: Starting the sale
- Pre-call preparation
- Who to talk to
- Creating the right first impression
- Establishing the relationship
- Learn more by listening
- Part 3: Making the sale
- Questions are your friend
- It's not what it is, it's what it does
- Present your sales case
- Handling barriers to the sale
- Getting commitment
- Part 4: Setting the sales strategy
- The fit between the business strategy, marketing and sales
- Setting the strategic direction
- Identifying your sales structure
- The cost effectiveness of your sales function
- Interactions with other functions
- Part 5: Managing the sales operation
- Setting goals for your sales people
- Identifying the right sales process
- Using the sales process to deliver results
- Establishing standards of performance
- The monitoring and control system
- Part 6: Managing sales people
- Recruiting the right sales people
- Remuneration and rewards
- Establishing your expectations
- Inductions and bringing new people on
- Communicating with your team
- Part 7: Managing and growing performance
- The need for leadership
- Coaching to develop performance
- Motivating your team
- Reviewing sales performance
- Dealing with underperformers
- Conclusion - pulling it all together
- Index.
