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Sandler enterprise selling : winning, growing, and retaining major accounts /
Providing the framework needed to succeed in the enterprise arena; to win; grow; and keep major accounts; this practical; step-by-step book demonstrates how; to keep treasured clients and gain new ones; you need a system to win business with profitable enterprise clients; serve them effectively and...
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill,
[2016]
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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| 003 | OCoLC | ||
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| 020 | |a 1259643255 | ||
| 020 | |z 9781259643248 | ||
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| 100 | 1 | |a Mattson, David, |d 1963- |e author. | |
| 245 | 1 | 0 | |a Sandler enterprise selling : |b winning, growing, and retaining major accounts / |c by David H. Mattson, Brian W. Sullivan. |
| 264 | 1 | |a New York : |b McGraw-Hill, |c [2016] | |
| 264 | 4 | |c Ã2016 | |
| 300 | |a 1 online resource (1 volume) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 588 | 0 | |a Print version record. | |
| 500 | |a Includes index. | ||
| 520 | |a Providing the framework needed to succeed in the enterprise arena; to win; grow; and keep major accounts; this practical; step-by-step book demonstrates how; to keep treasured clients and gain new ones; you need a system to win business with profitable enterprise clients; serve them effectively and grow the relationships over time. -- |c Edited summary from book. | ||
| 505 | 0 | |a Cover -- Title Page -- Copyright Page -- Contents -- Read This First: Frequently Asked Questions About Sandler Enterprise Selling -- Stage 1: Territory & Account Planning -- Chapter 1: Market Understanding -- Chapter 2: Analysis/SWOT Assessment -- Chapter 3: Client/Prospect Profile Development -- Chapter 4: Territory Value Propositions -- Chapter 5: Account Planning -- Stage 2: Opportunity Identification -- Chapter 6: Prospecting -- Chapter 7: Engaging -- Chapter 8: Communication -- Chapter 9: Setting Expectations -- Stage 3: Qualification -- Chapter 10: Positioning -- Chapter 11: Teaming -- Chapter 12: Pain-Establishing Reasons to Do Business -- Chapter 13: Budget -- Chapter 14: Decision -- Stage 4: Solution Development -- Chapter 15: Refine the Position -- Chapter 16: Pursuit Navigator -- Chapter 17: Build and Form -- Chapter 18: Compelling Themes -- Chapter 19: Fingerprinting -- Stage 5: Proposing & Advancement -- Chapter 20: Developing the Response -- Chapter 21: Proposal and Presentation -- Chapter 22: Selection -- Chapter 23: Agreement and Transition -- Stage 6: Service Delivery -- Chapter 24: Client-centric Satisfaction -- Chapter 25: Business Requirements Focus -- Chapter 26: Team Accelerators -- Chapter 27: Client[sub(2)] -- Chapter 28: Client Retention -- Epilogue -- Index -- A -- B -- C -- D -- E -- F -- G -- H -- I -- K -- L -- M -- N -- O -- P -- Q -- R -- S -- T -- U -- V -- W. | |
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling. | |
| 650 | 6 | |a Vente. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a Selling |2 fast | |
| 700 | 1 | |a Sullivan, Brian W., |e author. | |
| 776 | 0 | 8 | |i Print version: |a Mattson, David, 1963- |t Sandler enterprise selling. |d New York : McGraw-Hill, [2016] |z 9781259643248 |w (DLC) 2015051018 |w (OCoLC)938849552 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9781259643255/?ar |z Texto completo (Requiere registro previo con correo institucional) |
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