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Author : Margaret L. Friedman
Publisher :
ISBN 13 :
Total Pages : 606 pages
Book Rating : 4.:/5 (89 download)
Download or read book Buyer-seller Interaction in a Professional Setting written by Margaret L. Friedman and published by . This book was released on 1983 with total page 606 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Kim Wolfson
Publisher :
ISBN 13 :
Total Pages : 198 pages
Book Rating : 4.:/5 (168 download)
Download or read book The Logic of Buyer-seller Interaction and Sales Success written by Kim Wolfson and published by . This book was released on 1987 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Aino Halinen
Publisher : Routledge
ISBN 13 : 1134758138
Total Pages : 400 pages
Book Rating : 4.1/5 (347 download)
Download or read book Relationship Marketing in Professional Services written by Aino Halinen and published by Routledge. This book was released on 2012-11-12 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: Relationship marketing is one of the most challenging marketing concepts of the decade. In a five-year 'fly on the wall' case study, Halinen explores the relationship between a Helsinki advertising agency and its international client.
Author : Paul A. Dion
Publisher :
ISBN 13 :
Total Pages : 20 pages
Book Rating : 4.:/5 (131 download)
Download or read book Alternative Views of the Buyer-seller Interaction Process written by Paul A. Dion and published by . This book was released on 1986 with total page 20 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1317360826
Total Pages : 648 pages
Book Rating : 4.3/5 (173 download)
Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2016-02-19 with total page 648 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Author : Mohamed B. Mansour
Publisher : Dog Ear Publishing
ISBN 13 : 1457560178
Total Pages : 186 pages
Book Rating : 4.4/5 (575 download)
Download or read book Professional Selling written by Mohamed B. Mansour and published by Dog Ear Publishing. This book was released on 2018-06-14 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Professional Selling: Types, Approaches and Management is an essential guide that covers the role of professional selling as part of an organization’s integrated marketing system. It presents, in detail, the various types of professional selling functions as well as the process of presenting a product to a customer and closing a sale. It describes how a professional salesperson should follow up after a sale in order to maintain customer satisfaction and develop a long-term relationship. This professional reference goes global, too, by discussing sales and negotiation activities in different cultures. The book does more than discuss the steps of selling; it also includes comprehensive information about what it takes to manage key accounts as well as salespeople, especially recruitment, training, compensation, and evaluation. It features exercises, cases, and role-playing to achieve its objectives. Salespeople and managers alike will benefit from the knowledge and guidance provided in Professional Selling: Types, Approaches and Management.
Author : Keith M. Eades
Publisher : John Wiley & Sons
ISBN 13 : 1118872428
Total Pages : 246 pages
Book Rating : 4.1/5 (188 download)
Download or read book The Collaborative Sale written by Keith M. Eades and published by John Wiley & Sons. This book was released on 2014-03-31 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.
Author : Björn Axelsson
Publisher : Wiley
ISBN 13 : 9780470843024
Total Pages : 0 pages
Book Rating : 4.8/5 (43 download)
Download or read book Buying Business Services written by Björn Axelsson and published by Wiley. This book was released on 2002-04-12 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Purchasing is a function of growing interest and importance within most companies and organisations. We also live in a society where services are being produced and consumed as never before. This book aims to discuss the procurement of services in the context of the company as a whole, looking at both the integration of purchasing within the companies flow of activities and the system of supply chains which can affect the conditions for purchasing behaviour.
Author : Jerry Acuff
Publisher : John Wiley & Sons
ISBN 13 : 1118044835
Total Pages : 276 pages
Book Rating : 4.1/5 (18 download)
Download or read book Stop Acting Like a Seller and Start Thinking Like a Buyer written by Jerry Acuff and published by John Wiley & Sons. This book was released on 2010-12-28 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica
Author : Elizabeth Jane Wilson
Publisher :
ISBN 13 :
Total Pages : 160 pages
Book Rating : 4.:/5 (133 download)
Download or read book Conversation Analysis of Buyer-seller Interaction written by Elizabeth Jane Wilson and published by . This book was released on 1985 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Mark W. Johnston
Publisher : Irwin/McGraw-Hill
ISBN 13 :
Total Pages : 488 pages
Book Rating : 4.0/5 ( download)
Download or read book Relationship Selling and Sales Management written by Mark W. Johnston and published by Irwin/McGraw-Hill. This book was released on 2005 with total page 488 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.
Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Author : Sorin Dumitrascu
Publisher :
ISBN 13 : 9781977076960
Total Pages : 338 pages
Book Rating : 4.0/5 (769 download)
Download or read book Sales Foundation written by Sorin Dumitrascu and published by . This book was released on 2018-02-02 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: A sales transaction is a frontline interface between a seller and a customer. From the moment the sale is agreed, the process is very much a single action involving the salesperson. However, getting to this point involves the combined efforts of many people in the organization and the full support of the Sales and Marketing Departments.The sales and marketing functions have a symbiotic relationship, as the activities of both are interdependent and mutually beneficial. There's no point in marketing a product if there isn't a sales function to do the actual selling. Likewise, it's almost impossible to successfully sell a product without marketing planning and support.Sales is a difficult discipline to master. There are no quick solutions that can guarantee sales success. In today's ever-shifting, globally competitive environment, achieving success in sales is harder than ever.This course discusses the close connection between sales and marketing. In addition, it details key competencies that can benefit a sales professional. It also covers trends that influence the current sales environment and how these have changed the buyer-seller relationship. This course will also give insight into consumer buying behavior, the buying decision process, and the sales process.With increasing competition in a global economy, it's essential to have a good sales strategy. Strategic sales planning helps you understand the needs of your customers, which leads to increased revenue and improved client loyalty. It also helps to shorten the sales cycle and allows you to identify and take advantage of the best opportunities.In this course, you'll learn about the four steps of developing a sales strategy.The first step is analyzing the competition, which allows you to understand your company's place in the marketplace.The next step is segmenting customers, which helps you understand how to group together customers who have similar purchasing desires, needs, challenges, and price sensitivities.The third step is to create clear, concise, and feasible value propositions, which explain to customers the benefit of buying or using your products or services. In the last step, you'll learn how to develop a sales process, which defines what sales activities to undertake, and when. The topics in this course are structured to take you through the steps, and the final topic allows you to demonstrate your knowledge as you put all the steps together.Are you a person who thinks salespeople are born and not made? Well, it's true that some people seem born to sell, but most others have to learn how. Learning how to sell anything can be frightening - the potential for failure is high. However, there are techniques that can make the process of pitching, negotiating, and closing a sale much easier.In this course, you'll learn about activities that are done in steps four, five, and six of the sales process - presenting, discovering, and closing.You'll learn how to prepare and deliver effective sales presentations. This includes organizing content according to the structure of a typical sales presentation, and rehearsing with a coach.Next, you'll learn about how to prepare for a negotiation. You'll learn about the four main types of objections and how to counter them. And then you'll learn how to negotiate a sale.Finally, the course will show you how to close a sale by building momentum, recognizing when to close, and choosing the closing methods that are appropriate for you, your customers, and your sales situation.A sale is a transaction that takes place between two parties. It can involve a selling organization and a buying organization, or a salesperson and a customer. For this transaction to be successful there is one fundamental requirement: respect.
Author : Terry Deutscher
Publisher :
ISBN 13 :
Total Pages : 25 pages
Book Rating : 4.:/5 (593 download)
Download or read book Dependent Measures in Studies of Persuasion in Buyer/seller Interactions written by Terry Deutscher and published by . This book was released on 1978 with total page 25 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Theodore Levitt
Publisher :
ISBN 13 :
Total Pages : 7 pages
Book Rating : 4.:/5 (527 download)
Download or read book After the Sale is Over ... written by Theodore Levitt and published by . This book was released on 1983 with total page 7 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Selmar Meents
Publisher : Rozenberg Publishers
ISBN 13 : 9036101239
Total Pages : 314 pages
Book Rating : 4.0/5 (361 download)
Download or read book The influence of sellers and the intermediary on buyers' trust in C2C electronic marketplaces written by Selmar Meents and published by Rozenberg Publishers. This book was released on 2009 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt:
