Confront the rapidly changing world of B2B sales with this bestselling book by leaders at Miller Heiman, which introduced the world to the influential concept of 'win-win' when it comes to sales.
Confront the rapidly changing world of B2B sales with this bestselling book by leaders at Miller Heiman, which introduced the world to the influential concept of 'win-win' when it comes to sales.Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
Chapter 00: If it ain't broke: the 'why' behind the new Strategic Selling; Section ONE: Strategic Selling; Chapter 01: Successful selling in a world of constant change; Chapter 02: Strategy and tactics defined; Chapter 03: Your starting point: position; Chapter 04: A glance at the strategy blueprint: the six key elements of Strategic Selling; Section TWO: Building on bedrock: laying the foundation of strategic analysis; Chapter 05: Key element 1: buying influences; Chapter 06: Key element 2: red flags/leverage from strength; Chapter 07: Buyer level of receptivity; Chapter 08: Key element 3: the four response modes; Chapter 09: The importance of winning; Chapter 10: Key element 4: win results; Section THREE: Common problems, uncommon solutions; Chapter 11: Getting to the economic buying influence: strategies and tactics; Chapter 12: The coach: developing your prime information resource; Chapter 13: What about the competition?; Section FOUR: Strategy and territory: focusing on your Win Win customers; Chapter 14: Key element 5: ideal customer; Chapter 15: Your ideal customer profile: demographics and psychographics; Section FIVE: Strategy and territory: managing your selling time; Chapter 16: Of time, territory and money; Chapter 17: Key element 6: the sales funnel; Chapter 18: Priorities and allocation: working the funnel; Section SIX: From analysis to action; Chapter 19: Your action plan; Chapter 20: Strategy when you have no time; Chapter 21: Strategic Selling: a lifetime approach
Chapter 00: If it ain't broke: the 'why' behind the new Strategic Selling; Section ONE: Strategic Selling; Chapter 01: Successful selling in a world of constant change; Chapter 02: Strategy and tactics defined; Chapter 03: Your starting point: position; Chapter 04: A glance at the strategy blueprint: the six key elements of Strategic Selling; Section TWO: Building on bedrock: laying the foundation of strategic analysis; Chapter 05: Key element 1: buying influences; Chapter 06: Key element 2: red flags/leverage from strength; Chapter 07: Buyer level of receptivity; Chapter 08: Key element 3: the four response modes; Chapter 09: The importance of winning; Chapter 10: Key element 4: win results; Section THREE: Common problems, uncommon solutions; Chapter 11: Getting to the economic buying influence: strategies and tactics; Chapter 12: The coach: developing your prime information resource; Chapter 13: What about the competition?; Section FOUR: Strategy and territory: focusing on your Win Win customers; Chapter 14: Key element 5: ideal customer; Chapter 15: Your ideal customer profile: demographics and psychographics; Section FIVE: Strategy and territory: managing your selling time; Chapter 16: Of time, territory and money; Chapter 17: Key element 6: the sales funnel; Chapter 18: Priorities and allocation: working the funnel; Section SIX: From analysis to action; Chapter 19: Your action plan; Chapter 20: Strategy when you have no time; Chapter 21: Strategic Selling: a lifetime approach
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