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EBOOKCENTRAL_on1237409598 |
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OCoLC |
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20240329122006.0 |
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m o d |
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210213s2021 xx o ||| 0 eng d |
| 040 |
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|a EBLCP
|b eng
|c EBLCP
|d OCLCQ
|d REDDC
|d OCLCO
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| 020 |
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|a 9781119775898
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| 020 |
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|a 1119775892
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| 035 |
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|a (OCoLC)1237409598
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| 050 |
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4 |
|a HF5548.32
|b .K843 2021
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| 082 |
0 |
4 |
|a 658.8/72
|q OCoLC
|2 23/eng/20230216
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| 049 |
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|a UAMI
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| 100 |
1 |
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|a Kvedare, Mante.
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| 245 |
1 |
4 |
|a The Virtual Sales Handbook
|h [electronic resource] :
|b A Hands-On Approach to Engaging Customers.
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| 260 |
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|a Newark :
|b John Wiley & Sons, Incorporated,
|c 2021.
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| 300 |
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|a 1 online resource (225 p.)
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| 500 |
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|a Description based upon print version of record.
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| 505 |
0 |
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|a Cover -- Title Page -- Copyright Page -- Contents -- Preface -- Introduction -- But I already had virtual meetings before Covid-19-what is new? -- Are you saying that the future of sales is fully virtual? -- How comfortable are you in virtual sales meetings? -- Tap into our expertise -- Chapter 1 Navigating the World of Virtual Sales -- A world of change -- Do the benefits of virtual selling outweigh the hassle? -- Benefits for you -- Benefits for your customers -- Benefits for your company -- Benefits for the planet -- Give me the hard facts please! -- Overcoming the barriers
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| 505 |
8 |
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|a Chapter 2 Overcoming the Barriers to Virtual Customer Interaction -- The elephant in the virtual meeting room -- Physical barriers -- Social barriers -- Cultural barriers -- Technological barriers -- How to overcome these barriers to virtual success -- How to overcome physical barriers -- How to overcome social barriers -- How to overcome cultural barriers -- How to overcome technological barriers -- Enhance interactions using the virtual world -- Chapter 3 The Hybrid Sales Model -- Virtual sales: An opportunity for improvement -- Multiple decision makers -- Bringing in your busy expert
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| 505 |
8 |
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|a How does your role change in a hybrid model? -- A sales meeting is not just a sales meeting -- Exploring the different virtual interactions in the sales process -- Inspiration meetings -- RFP (request for proposal) meeting -- Demo meeting -- Negotiation meeting -- Exploring different virtual interactions with your existing customers -- Business development meeting -- Joint optimisation meeting -- Value capture meeting -- Preparing for your virtual meeting -- Chapter 4 Preparing for an Effective Virtual Sales Meeting -- Why is preparation important for a virtual meeting?
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| 505 |
8 |
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|a The static nature of virtual meetings -- The complexity of virtual meetings -- Disengagement in virtual meetings -- The paradox of preparation and improvisation -- The building blocks of virtual meeting preparation -- Defining the objective -- Preparing an agenda -- Activating the audience before the meeting -- A monologue is not a meeting -- Chapter 5 Building Engaging Virtual Sales Meeting Storylines and Presentations -- Creating impact: The key to a successful meeting -- What are the main challenges to creating impact in a virtual sales meeting? -- Body language -- Attention
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| 505 |
8 |
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|a PowerPoint is the default -- Memory -- Connect to the participants -- The power of storytelling -- Catch attention -- How to build a strong catch -- Tips and tricks to create a good catch -- Content and conversations -- One big idea -- Use visuals -- Content and conversation -- Create understanding -- Call to action -- Chapter 6 Effective Virtual Customer Engagement -- Why is it important to engage your customers virtually? -- Why is engagement so difficult in a virtual setting? -- Accountability is key -- Engagement by design -- Building energy for effective openers -- Staging for engagement
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| 500 |
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|a Open-ended versus closed questions.
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| 590 |
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|a ProQuest Ebook Central
|b Ebook Central Academic Complete
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| 650 |
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0 |
|a Electronic commerce.
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| 650 |
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6 |
|a Commerce électronique.
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| 700 |
1 |
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|a Milner Nymand, Christian.
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| 776 |
0 |
8 |
|i Print version:
|a Kvedare, Mante
|t The Virtual Sales Handbook
|d Newark : John Wiley & Sons, Incorporated,c2021
|z 9781119775768
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| 856 |
4 |
0 |
|u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=6471485
|z Texto completo
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| 938 |
|
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|a ProQuest Ebook Central
|b EBLB
|n EBL6471485
|
| 994 |
|
|
|a 92
|b IZTAP
|
