Red-hot selling : power techniques that win even the toughest sale /

"Plan, execute, close. With Red-Hot Selling, yes--it is that easy!"--Resource description page.

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Goldner, Paul S.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : American Management Association, Ã2010.
Temas:
Selling.
Sales presentations.
Vente.
Arguments de vente.
selling.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Sales presentations
Selling
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)

MARC

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245 1 0 |a Red-hot selling :  |b power techniques that win even the toughest sale /  |c Paul S. Goldner. 
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505 0 0 |g Machine generated contents note:  |g pt. I  |t World-Class Sales Planning --  |g ch. 1  |t Prospecting Plans: Keeping the Pipeline Full --  |t Planning is a Natural Part of Living --  |t You Are the CEO of Your Own Territory --  |t Sales Planning Essentials --  |t Your Prospecting Business Plan --  |t Apportion your Time --  |t Model for the Plan and Its Variants --  |t Now, an Example --  |t Final Thoughts --  |g ch. 2  |t Territory Plans: The Heart of the Sales Planning Process --  |t Large-Account Strategy --  |t Large-Account Strategy in Action --  |t Secret of Sales Success --  |t How the Large-Account Strategy Works --  |t Some Gommon Mistakes in Setting Up Your Territory --  |t Why the Large-Account Strategy Works --  |t Implementing the Large-Account Strategy --  |t Take the Measure of Your Prospects --  |t What if I Don't Work at the Top End of a Market? --  |t Determine Your Account Load --  |t 80/20 Rule to Estimate Territory Size --  |t Create the Account List --  |t Going from Here --  |g ch. 3^  |t Account Plans: The Third Leg of the Triple Crown --  |t Your Account Plan --  |t How Many Account Plans Should You Maintain? --  |t What About Prospects? --  |t What About the Workload? --  |t Account Development Cycle --  |t Identify Customer Needs and Position Yourself --  |t Start with Small Sales --  |t Move to Larger Sales --  |t Primary Provider -- But Not So Fast --  |t Expand Your Account Penetration --  |t Trusted Adviser --  |t Sales Discovery Process --  |t Procurement and Purchasing --  |t Technical Review --  |t Originating Executive --  |t End Users --  |t Triple Crown Winner --  |g pt. II  |t High-Performance Sales Execution --  |g ch. 4  |t Prospecting: Eliminating the Peaks and Valleys of Selling --  |t Stay Current! --  |t Prioritize Your Prospects --  |t ABC Call Cadence --  |t Call Script --  |t Nice Greeting --  |t Business Issue --  |t Open-Ended Follow-Up Question --  |t Closing the Prospecting Call --  |t Monitor Your Progress --  |t Types of Completed Calls -- ^  |t Invitation to a Meeting --  |t Opportunity Realized. 
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