Description

Book Synopsis
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

Table of Contents
Introduction to ExpressExec.

Introduction to Complex Sales.

What is Meant by Complex Sales?

The Evolution of Complex Sales.

The E-Dimension of Complex Sales.

The Global Dimension of Complex Sales.

The State of the Art - Winning Complex Sales Campaigns.

Complex Sales in Practice - Qualifying the Prospect.

Key Concepts and Thinkers.

Resources.

Ten Steps to Winning Complex Sales Through People.

Frequently Asked Questions.

Index.

Complex Sales: Sales 12.04

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    A Paperback / softback by Ken Langdon

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      View other formats and editions of Complex Sales: Sales 12.04 by Ken Langdon

      Publisher: John Wiley and Sons Ltd
      Publication Date: 26/02/2003
      ISBN13: 9781841124575, 978-1841124575
      ISBN10: 1841124575
      Also in:
      Sales and marketing

      Description

      Book Synopsis
      The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

      Table of Contents
      Introduction to ExpressExec.

      Introduction to Complex Sales.

      What is Meant by Complex Sales?

      The Evolution of Complex Sales.

      The E-Dimension of Complex Sales.

      The Global Dimension of Complex Sales.

      The State of the Art - Winning Complex Sales Campaigns.

      Complex Sales in Practice - Qualifying the Prospect.

      Key Concepts and Thinkers.

      Resources.

      Ten Steps to Winning Complex Sales Through People.

      Frequently Asked Questions.

      Index.

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