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.

Bibliographic Details
Call Number:Libro Electrónico
Main Author: Goldner, Paul S.
Format: Electronic eBook
Language:Inglés
Published: New York : American Management Association, Ã2010.
Subjects:
Selling.
Sales presentations.
Vente.
Arguments de vente.
selling.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Sales presentations
Selling
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • Machine generated contents note: pt. I World-Class Sales Planning
  • ch. 1 Prospecting Plans: Keeping the Pipeline Full
  • Planning is a Natural Part of Living
  • You Are the CEO of Your Own Territory
  • Sales Planning Essentials
  • Your Prospecting Business Plan
  • Apportion your Time
  • Model for the Plan and Its Variants
  • Now, an Example
  • Final Thoughts
  • ch. 2 Territory Plans: The Heart of the Sales Planning Process
  • Large-Account Strategy
  • Large-Account Strategy in Action
  • Secret of Sales Success
  • How the Large-Account Strategy Works
  • Some Gommon Mistakes in Setting Up Your Territory
  • Why the Large-Account Strategy Works
  • Implementing the Large-Account Strategy
  • Take the Measure of Your Prospects
  • What if I Don't Work at the Top End of a Market?
  • Determine Your Account Load
  • 80/20 Rule to Estimate Territory Size
  • Create the Account List
  • Going from Here
  • ch. 3^ Account Plans: The Third Leg of the Triple Crown
  • Your Account Plan
  • How Many Account Plans Should You Maintain?
  • What About Prospects?
  • What About the Workload?
  • Account Development Cycle
  • Identify Customer Needs and Position Yourself
  • Start with Small Sales
  • Move to Larger Sales
  • Primary Provider
  • But Not So Fast
  • Expand Your Account Penetration
  • Trusted Adviser
  • Sales Discovery Process
  • Procurement and Purchasing
  • Technical Review
  • Originating Executive
  • End Users
  • Triple Crown Winner
  • pt. II High-Performance Sales Execution
  • ch. 4 Prospecting: Eliminating the Peaks and Valleys of Selling
  • Stay Current!
  • Prioritize Your Prospects
  • ABC Call Cadence
  • Call Script
  • Nice Greeting
  • Business Issue
  • Open-Ended Follow-Up Question
  • Closing the Prospecting Call
  • Monitor Your Progress
  • Types of Completed Calls
  • ^ Invitation to a Meeting
  • Opportunity Realized.

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