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Dynamic practice development : selling skills and techniques for the professions /
This work addresses the unique concerns of professionals who wish to sell their services successfully and to feel comfortable about doing so. Topics covered include: market planning; selling skills; competitive tendering; and account management.
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
London :
Thorogood,
©2003.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- About the author; Contents; List of figures; Preface; ONE Introduction; TWO Marketing planning; THREE What is selling?; FOUR Adopting the buyer's point of view: An introduction to buyer behaviour and relevant psychology; FIVE Selling frameworks and models; SIX Selling skills; SEVEN Competitive tendering; EIGHT Account management; NINE Firm-wide issues on selling; Appendix 1 Sales jargon buster; Appendix 2 Useful sales related books; Appendix 3 Self-appraisal of service performance; Appendix 4 Internal service review questionnaire and example questions; Appendix 5 Full account management plan.