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 Selling Services.

What is Selling Services?

The Evolution of Selling Services.

The E-Dimension.

The Global Dimension.

The State of the Art.

In Practice.

Key Concepts and Thinkers.

Resources.

Ten Steps to Making Selling Services Work.

Frequently Asked Questions.

Index.

Selling Services: Sales 12.06

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    A Paperback / softback by Patrick Forsyth

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      View other formats and editions of Selling Services: Sales 12.06 by Patrick Forsyth

      Publisher: John Wiley and Sons Ltd
      Publication Date: 26/02/2003
      ISBN13: 9781841124599, 978-1841124599
      ISBN10: 1841124591
      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 Selling Services.

      What is Selling Services?

      The Evolution of Selling Services.

      The E-Dimension.

      The Global Dimension.

      The State of the Art.

      In Practice.

      Key Concepts and Thinkers.

      Resources.

      Ten Steps to Making Selling Services Work.

      Frequently Asked Questions.

      Index.

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