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Author : Siew Meng Leong
Publisher :
ISBN 13 :
Total Pages : 412 pages
Book Rating : 4.:/5 (89 download)
Download or read book Knowledge, Adaptive Selling, and Salesperson Effectiveness written by Siew Meng Leong and published by . This book was released on 1986 with total page 412 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Barton A. Weitz
Publisher :
ISBN 13 :
Total Pages : 52 pages
Book Rating : 4.0/5 ( download)
Download or read book Knowledge, Motivation, and Adaptive Behavior written by Barton A. Weitz and published by . This book was released on 1985 with total page 52 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Barton A. Weitz
Publisher :
ISBN 13 :
Total Pages : 52 pages
Book Rating : 4.3/5 ( download)
Download or read book Adaptive Selling Behavior for Effective Interpersonal Influence written by Barton A. Weitz and published by . This book was released on 1980 with total page 52 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Harish Sujan
Publisher :
ISBN 13 :
Total Pages : 34 pages
Book Rating : 4.0/5 ( download)
Download or read book The Practical Know-how of Selling written by Harish Sujan and published by . This book was released on 1987 with total page 34 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : David Collins
Publisher :
ISBN 13 : 9781947305199
Total Pages : 240 pages
Book Rating : 4.3/5 (51 download)
Download or read book Adaptive Selling written by David Collins and published by . This book was released on 2021-03-15 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Adaptive Selling Techniques Determine Sales Success The most common questions we have been asked by senior executives are; "What makes a top sales performer?" What makes certain people in a wide range of industries so successful at consistently winning big deals while others fail or only achieve sub-par outcomes? Is their success due to random chance, genetics, or do they simply do things differently from less successful salespeople? We have researched those questions with sales leaders and top performers at our customers all over the world to understand what top salespeople had in common. This book is a summary of what we have discovered and is designed to help you, the sales professional, learn about and apply the key behaviors of top sales performers. This book will show how the Adaptive-Selling approach uniquely integrates the following: - The importance of properly managing relationships throughout the entire selling process. - Where the most commonly used sales processes are best used including Spin Selling, Consultative Selling, Challenger Selling. - How SOCIAL STYLE's is a key tool for enhancing relationships and improving the effectiveness of all Sales Methodologies. - This book takes SOCIAL STYLEs to places that you won't find elsewhere including Messaging, Meeting Preparation, Decision Mapping, and Win Loss Reviews. You will find many formidable books on several of these topics, but what you can't find, is a book that integrates these various methods and skills together as simply and applicably as this one does. TRACOM didn't invent all of these techniques. What we have done is provided an application of them that increases the power and usefulness of any set of selling skills across all of the most popular sales process methodologies of today. Based on decades or research and filled with practical advice, Adaptive Selling, is a must-read for every-one whose success is dependent on selling in today's ever-changing world.
Author : Ralph William Giacobbe
Publisher :
ISBN 13 :
Total Pages : 272 pages
Book Rating : 4.:/5 (251 download)
Download or read book Adaptive Selling Behavior and Sales Performance Effectiveness written by Ralph William Giacobbe and published by . This book was released on 1991 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : David W. Merrill
Publisher : CRC Press
ISBN 13 : 9780801968990
Total Pages : 252 pages
Book Rating : 4.9/5 (689 download)
Download or read book Personal Styles & Effective Performance written by David W. Merrill and published by CRC Press. This book was released on 1981-01-15 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tens of thousands of professionals have attended David W. Merrill's acclaimed "Style Awareness Workshops" The goal: improvement of interpersonal effectiveness skills-inspiring better communication, improved productivity, and a more harmonious working environment. Students preparing for business, management, or sales careers can also benefit from Merrill's techniques, presented in Personal Styles & Effective Performance. Merrill's approach emphasizes the interrelationships between behavior and social style-encouraging students to consider how their own actions influence responsiveness from others. Those actions tend to be rooted in one of four primary social styles: Analytical, Amiable, Driving, and Expressive-which readers are invited to compare and contrast with their own styles, as a starting point for potential improvement. First published in 1981, Personal Styles & Effective Performance continues to be a popular resource for the self-improvement minded. By learning its lessons now, tomorrow's business professionals can have the edge in interpersonal effectiveness-one of the most important facets of a successful career.
Author : Harish Sujan
Publisher :
ISBN 13 :
Total Pages : 50 pages
Book Rating : 4.0/5 ( download)
Download or read book Adaptive Sales Behaviors and Selling Performance written by Harish Sujan and published by . This book was released on 1985 with total page 50 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Carol L. Cohen
Publisher : Outskirts Press
ISBN 13 : 1977267688
Total Pages : 140 pages
Book Rating : 4.9/5 (772 download)
Download or read book Empower Sales Success written by Carol L. Cohen and published by Outskirts Press. This book was released on 2023-08-21 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt: These days buyers will only engage with salespeople who provide value as a consultative partner. This means those sellers must up their game in both knowledge and skill. That places the challenge squarely on the back of sales enablement and sales training professionals. While this has always been a unique challenge in the world, it is especially urgent now. There was a time when it was believed that salespeople were actually born and could not be trained. Now we all know better, but we struggle to build that perfect program. This book offers an approach to sales training that should address that challenge. The training and enablement need of sales teams has evolved over the years, but the pandemic accelerated the change required. This book will provide a guide for those of you in the sales enablement and sales training world to help you develop effective sales training and sales enablement programs. Salespeople are a unique breed with an extremely tough job, and effective programs can enable their success and return business results for the company. This book will make you the hero of that story.
Author : Anthony J. Danna
Publisher : Trafford Publishing
ISBN 13 : 1412040434
Total Pages : 196 pages
Book Rating : 4.4/5 (12 download)
Download or read book How to Develop Professional Selling Skills & Techniques Based on Common Sense & Ethics written by Anthony J. Danna and published by Trafford Publishing. This book was released on 2005 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: The message I have for salespeople is based on the knowledge and experience I have acquired from over 45 years of real world selling, sales management, sales training and management of customer service/support centers. The knowledge and insights I want to pass along with my book have not been learned in sales training classes and seminars I have attended or books I have read. The finer selling and human relation techniques I have developed and presented in my book have been learned in the real world of selling. This book is intended to make salespeople aware of the advanced techniques of how to become a successful professional salesperson. These techniques will enable salespeople to attain a higher level of professionalism, confidence, enthusiasm and success when selling. They will be able to separate themselves as true professionals from the crowded field of other capable sales people in their lines of business. My objective is to pass along the knowledge and insights that I have acquired throughout my years of real world selling. This book identifies common selling mistakes and how to avoid them. This book will also reveal to you the many proven, successful selling techniques that I have learned and developed over the years. By learning, understanding and applying these finer techniques of selling, you will be able to further develop your existing selling talents, abilities and skills into your own personalized "art form" of selling! Another purpose of this book is to present guidelines on how to develop, practice and implement techniques for successful, professional selling based on common sense and ethics. Using a common sense approach towards selling will build upon the fact that becoming a successful salesperson involves maintaining a positive frame of mind. It has to do with how you think. It has to do with how you approach selling in your mind and place trust in your intuition. A successful salesperson's two most valuable assets are their mind and their time. Ethics is presented as a key approach. Ethics is such an important topic that I felt the need to instruct salespeople on how to professionally develop and earn their customer's confidence and trust based on ethical business practices. This book will present information and examples on how to develop professional selling skills based on ethical standards. These standards will relate directly to your moral character. The strength of you character will be based on your ability to develop and adhere to high moral standards and principles that will help to set you apart from other salespeople. This book is divided into two sections. The first section examines "Selling Essentials." In the second section, I focus on the "Secrets Of Selling" where I reveal my "120 Fundamental Secrets Of Professional Salespeople." The information, suggestions, techniques, strategies and insights in this book are candid, straightforward, realistic and in focus. They are presented in a condensed form so that they can be easily remembered, referred to and applied on a daily basis. The chapters are designed to be easily read, digested and implemented by the reader. The brevity of some chapters is intended to appeal to people seeking real world, practical, no-nonsense answers to making themselves better salespeople and, therefore, making their sales team more effective.
Author : David M. Szymanski
Publisher :
ISBN 13 :
Total Pages : 392 pages
Book Rating : 4.:/5 (89 download)
Download or read book Selling Effectiveness written by David M. Szymanski and published by . This book was released on 1987 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 242 pages
Book Rating : 4.1/5 (15 download)
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author : Lilien, Gary L.
Publisher : Edward Elgar Publishing
ISBN 13 : 1800376871
Total Pages : 713 pages
Book Rating : 4.8/5 (3 download)
Download or read book Handbook of Business-to-Business Marketing written by Lilien, Gary L. and published by Edward Elgar Publishing. This book was released on 2022-07-15 with total page 713 pages. Available in PDF, EPUB and Kindle. Book excerpt: This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.
Author : Graham Jones
Publisher : John Murray Business
ISBN 13 : 1473605377
Total Pages : 294 pages
Book Rating : 4.4/5 (736 download)
Download or read book Sales Genius written by Graham Jones and published by John Murray Business. This book was released on 2015-07-30 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: The fast-track MBA in sales Imagine having instant access to the world's smartest thinking on sales - and being shown exactly what to do to guarantee that you get your own selling right, every time. Sales Genius makes it easy to apply what researchers know about brilliant selling to the real world. 40 chapters based on hundreds of cutting-edge business and psychology research projects reveal what works and what doesn't work in sales. Each of the 40 chapters is a mini-masterclass in selling, explaining the research and showing you how to apply it for yourself. In Sales, conventional wisdom often says one thing while research says another. Sales Genius cuts through the noise to bring you proven research and techniques for applying it that will simply make you a better salesperson. Quick to read and intensely practical, this book will bring a little sales genius into your day. 'Fascinating insights that explode some of the myths around sales, sales management and sales strategy' Phil Jesson, Academy for Chief Executives 'What a great read... An insightful look at the world of sales' Anthony Stears, The Telephone Assassin 'As a sales specialist I'm impressed by the amount of detailed research which supports the information in each chapter' Andrew Docker, Andrew Docker Associates
Author : Brian H. Spitzberg
Publisher : SAGE Publications, Incorporated
ISBN 13 :
Total Pages : 260 pages
Book Rating : 4.3/5 (91 download)
Download or read book Interpersonal Communication Competence written by Brian H. Spitzberg and published by SAGE Publications, Incorporated. This book was released on 1984-09 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Competent communication in everyday life; Approaches to the conceptualization of competence; Competence in communicatting: a criting of issues; Model of relational competence; Implications and future directions.
Author : Mziwandile Noel Guliwe
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (89 download)
Download or read book Adaptive selling and salesperson performance written by Mziwandile Noel Guliwe and published by . This book was released on 1998 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)
Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
