Win new business : a desktop guide /

This title features practical advice and techniques for winning new business from both new and existing customers. It looks at how to: analyze customer needs; build relationships; and write winning proposals. It contains real case studies.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Croft, Susan, 1949-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: London : Thorogood, ©2002.
Temas:
Sales management > Case studies.
Strategic planning > Case studies.
Ventes > Gestion > Études de cas.
Planification stratégique > Études de cas.
BUSINESS & ECONOMICS > Sales & Selling > Management.
Sales management.
Strategic planning.
Case studies.
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Introduction and acknowledgements; part one Laying the groundwork; 1. Know yourself and your competition; 2. Generating leads; 3. Creating personal and company visibility; part two Working the sales cycle; 4. Lead qualification; 5. Working the sales cycle and managing your leads; 6. The psychology of selling; part three Getting them to yes; 7. Consultative selling; 8. Writing winning proposals; 9. Winning the business beauty parade by making effective presentations; 10. Closing the business; part four Contributions and conclusions; 11. Tips from the trenches.

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