Rick Page
Hope is not a strategy
The 6 keys to winning the complex sale
Ingenaaid Engels 2002 9780071418713Verwachte levertijd ongeveer 8 werkdagen
Samenvatting
Hoe kunnen grote sales en consultancy organisaties steeds te grote klanten binnenhalen en de mooie contracten afsluiten, zelfs in deze snel veranderende, risicovolle nieuwe economie? 's Werelds grootste autoriteit op het gebied van B2B team verkoop laat het zien in dit boek. Rick Page onthult de doorbrekende verkoopstrategieën die zijn studenten groot maakten.
Specificaties
ISBN13:9780071418713
Trefwoorden:verkopen, sales management, business-to-business
Taal:Engels
Bindwijze:ingenaaid
Aantal pagina's:178
Uitgever:McGraw-Hill
Druk:0
Hoofdrubriek:Reclame en verkoop
Lezersrecensies
Wees de eerste die een lezersrecensie schrijft!
Inhoudsopgave
Introduction
Section 1: The challenge - the complex sale
1. Out of control
2. What makes today's complex sale complex?
3. The canyon and the crucible - the competitive evaluation
4. Talent and team selling: tellers, sellers, hunters, farmers, business developers, partners, and the industry-networked consultant
5. The arsenal of competitive advantage
Section 2: The solution - R.A.D.A.R.
6. R.A.D.A.R. - simplifying the complex sale
7. Key 1 - link solutions to pain (or gain)
8. Key 2 - qualify the prospect
9. Key 3 - build competitive preference
10. Key 4 - determine the decision-making process
11. Key 5 - sell to power
12. Key 6 - communicate the strategic plan
Section 3: Strategies for execution
13. Sixteen opportunity-level sales strategies
14. Changing issues and time-based sales tactics
15. Ten individual-level strategies
16. Selling at 'C-level' - calling on chief executives and political navigation
Section 4: Winning before battle - account management
17. From opportunity management to account management
The complex sale, Inc.
Notes
Bibliography
Index
Section 1: The challenge - the complex sale
1. Out of control
2. What makes today's complex sale complex?
3. The canyon and the crucible - the competitive evaluation
4. Talent and team selling: tellers, sellers, hunters, farmers, business developers, partners, and the industry-networked consultant
5. The arsenal of competitive advantage
Section 2: The solution - R.A.D.A.R.
6. R.A.D.A.R. - simplifying the complex sale
7. Key 1 - link solutions to pain (or gain)
8. Key 2 - qualify the prospect
9. Key 3 - build competitive preference
10. Key 4 - determine the decision-making process
11. Key 5 - sell to power
12. Key 6 - communicate the strategic plan
Section 3: Strategies for execution
13. Sixteen opportunity-level sales strategies
14. Changing issues and time-based sales tactics
15. Ten individual-level strategies
16. Selling at 'C-level' - calling on chief executives and political navigation
Section 4: Winning before battle - account management
17. From opportunity management to account management
The complex sale, Inc.
Notes
Bibliography
Index
Rubrieken
- advisering
- algemeen management
- coaching en trainen
- communicatie en media
- economie
- financieel management
- inkoop en logistiek
- internet en social media
- it-management / ict
- juridisch
- leiderschap
- marketing
- mens en maatschappij
- non-profit
- ondernemen
- organisatiekunde
- personal finance
- personeelsmanagement
- persoonlijke effectiviteit
- projectmanagement
- psychologie
- reclame en verkoop
- strategisch management
- verandermanagement
- werk en loopbaan
