Philip Squire

Selling Transformed

Develop the Sales Values Which Deliver Competitive Advantage

• Broschiertes Buch

Produktbeschreibung

Develop the selling skills that are proven to boost sales performance and results, with a greater understanding of the values that customers actually look for in sales people.

Produktdetails

• Verlag: Kogan Page Ltd
• Artikelnr. des Verlages: 12878
• Seitenzahl: 272
• Erscheinungstermin: 29. Dezember 2020
• Englisch
• Abmessung: 233mm x 162mm x 17mm
• Gewicht: 420g
• ISBN-13: 9781789665352
• ISBN-10: 1789665353
• Artikelnr.: 58479967

Autorenporträt

Dr Philip Squire is CEO of Consalia, a sales consulting group. Based in Surrey, UK, he has for over 20 years provided sales consulting education services and training to brands including Apple, AT&T, Ford, Hertz, HP, Pirelli, Royal Caribbean, SAP and Zurich Financial Services. He is a subject matter expert for the UK Trail Blazer undergraduate apprenticeship sales degrees and is co-founder of the International Journal of Sales Transformation.

Inhaltsangabe

Chapter
00: Introduction; Chapter
01: How history informs current sales practice; Chapter
02: Sales psychology and the pressure of time; Chapter
03: Changing sources of competitive advantage require a new selling paradigm; Chapter
04: A new paradigm of selling based on values
the research journey; Chapter
05: Values creating a positive or negative selling experience; Chapter
06: Values that are an antecedent to trust; Chapter
07: Principle one
the value of authenticity; Chapter
08: Principle two
the value of client
centricity; Chapter
09: Principle three
the value of proactive creativity; Chapter
10: Principle four
the value of tactful audacity; Chapter
11: Royal Caribbean International case study: turning a potential disaster into an opportunity; Chapter
12: The role of leadership in transforming sales; Chapter
13: Looking to the future;