Managing Relationship Selling
Seiten
1996
Gower Publishing Ltd (Verlag)
978-0-566-07730-2 (ISBN)
Gower Publishing Ltd (Verlag)
978-0-566-07730-2 (ISBN)
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Designed to enable sales professionals to make relationship selling a success in their organization, this work explores how sales managers should add value to their salespeople, deals with the skills of relationship selling and presents tools for effective sales coaching.
Part 1 Introduction: different styles of selling; the selling and buying cycles; needs; managing the research and approach stages; managing need identification and dimensioning; managing, creating, refining and closing; managing, producing and monitoring. Part 2 Preparation (objectives and research); gaining entry; creating the right to sell - the opening of the call and the questioning strategy; features, advantages, benefits (FAB); handling objectives; closing the sale; basic skills; keeping ahead of the game. Part 3 Training for relationship selling: sales coaching; selling skills development.
| Erscheint lt. Verlag | 10.10.1996 |
|---|---|
| Sprache | englisch |
| Maße | 320 x 26 mm |
| Gewicht | 975 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-566-07730-2 / 0566077302 |
| ISBN-13 | 978-0-566-07730-2 / 9780566077302 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
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