Premeditated Selling : Tools for Developing the Right Strategy for Every Opportunity

Premeditated Selling Tools for Developing the Right Strategy for Every Opportunity

With a five-step process and case studies to demonstrate what works in sales, Premeditated Selling: Developing the Right Strategy for Every Opportunity shows you how to develop and tailor winning strategies for your most important prospects.

Detalles Bibliográficos
Autor Corporativo: Books24x7, Inc (-)
Otros Autores: Gielda, Steve, author (author), Jones, Kevin (Business writer), author
Formato: Libro electrónico
Idioma:Inglés
Publicado: Alexandria, Virginia : ASTD Press [2012]
Edición:1st edition
Materias:
Selling.
Sales management.
Strategic planning.
Customer relations.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628473406719
Tabla de Contenidos:
  • Intro
  • Title
  • Copyright
  • Content
  • Preface
  • Acknowledgments
  • Chapter 1: Thinking and Acting Strategically
  • Chapter 2: Understanding Buying Factors
  • Chapter 3: Managing Key Players
  • Chapter 4: Knowing Your Environment
  • Chapter 5: Influencing the Competitive Landscape
  • Chapter 6: Quantifying Value
  • Chapter 7: Pipeline Management
  • Chapter 8: Developing a Sales Coaching Strategy
  • About the Authors
  • About Ignite Selling, Inc.

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