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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) |
Tabla de Contenidos:
- 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.