Adrian Davis

Human to Human Selling

How to Sell Real and Lasting Value in an Increasingly Digital and Fast-Paced World

• Gebundenes Buch

Produktbeschreibung

In our increasingly digitized and fast-paced world, human relationships are often strained-sales relationships even more so. Sales professionals must navigate new challenges as they seek to develop meaningful relationships with buyers who are often elusive. Human To Human Selling will appeal to sales professionals and the people who manage them by showing how they can increase sales performance while simultaneously developing strategic relationships with their customers.

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Produktdetails

• Verlag: Morgan James Publishing
• Seitenzahl: 208
• Erscheinungstermin: 8. April 2014
• Englisch
• Abmessung: 235mm x 157mm x 17mm
• Gewicht: 498g
• ISBN-13: 9781630471958
• ISBN-10: 163047195X
• Artikelnr.: 40804909

Autorenporträt

Adrian Davis is a consulting COO & CIO, as well as a Visiting Professor in Cybersecurity for University of Sunderland.

Inhaltsangabe

Acknowledgments
About the Author
Introduction
Part One: Redefining the Customer Relationship: From Adversarial to Human
Chapter 1: A Brief History of Customer Relationships
Chapter 2: Selling to Humans: The Five Stages of Relationship Development
Part Two: Human-to-Human Selling: Getting Involved
Chapter 3: Follow the Buying Cycle
Chapter 4: Phase One: Awareness
Chapter 5: A-SALE and a Story
Chapter 6: Phase Two: Assessment
Chapter 7: Phase Three: Apprehension
Chapter 8: Phase Four: Action
Chapter 9: Phase Five: Adoption
Part Three: The Human-to-Human Enterprise: Growing Up
Chapter 10: The Human-to-Human Enterprise Lifecycle: The Five Stages of
Company Development
Chapter 11: The Winners’ Quadrant
Chapter 12: The Way Forward
Resources