| Description |
1 online resource (xiv, 222 pages) : illustrations |
| Bibliography |
Includes bibliographical references and index. |
| Summary |
"Plan, execute, close. With Red-Hot Selling, yes--it is that easy!"--Resource description page. |
| Contents |
Machine generated contents note: pt. I World-Class Sales Planning -- ch. 1 Prospecting Plans: Keeping the Pipeline Full -- Planning is a Natural Part of Living -- You Are the CEO of Your Own Territory -- Sales Planning Essentials -- Your Prospecting Business Plan -- Apportion your Time -- Model for the Plan and Its Variants -- Now, an Example -- Final Thoughts -- ch. 2 Territory Plans: The Heart of the Sales Planning Process -- Large-Account Strategy -- Large-Account Strategy in Action -- Secret of Sales Success -- How the Large-Account Strategy Works -- Some Gommon Mistakes in Setting Up Your Territory -- Why the Large-Account Strategy Works -- Implementing the Large-Account Strategy -- Take the Measure of Your Prospects -- What if I Don't Work at the Top End of a Market? -- Determine Your Account Load -- 80/20 Rule to Estimate Territory Size -- Create the Account List -- Going from Here -- ch. 3̂ Account Plans: The Third Leg of the Triple Crown -- Your Account Plan -- How Many Account Plans Should You Maintain? -- What About Prospects? -- What About the Workload? -- Account Development Cycle -- Identify Customer Needs and Position Yourself -- Start with Small Sales -- Move to Larger Sales -- Primary Provider -- But Not So Fast -- Expand Your Account Penetration -- Trusted Adviser -- Sales Discovery Process -- Procurement and Purchasing -- Technical Review -- Originating Executive -- End Users -- Triple Crown Winner -- pt. II High-Performance Sales Execution -- ch. 4 Prospecting: Eliminating the Peaks and Valleys of Selling -- Stay Current! -- Prioritize Your Prospects -- ABC Call Cadence -- Call Script -- Nice Greeting -- Business Issue -- Open-Ended Follow-Up Question -- Closing the Prospecting Call -- Monitor Your Progress -- Types of Completed Calls -- ̂ Invitation to a Meeting -- Opportunity Realized. |
| Subject |
Selling.
|
|
Sales presentations.
|
|
Vente. |
|
Arguments de vente. |
|
selling. |
|
Sales presentations |
|
Selling |
| Other Form: |
Print version: 9786612657764 |
| ISBN |
0814473539 (paper) |
|
9780814473535 (paper) |
|
9780814410288 (electronic bk.) |
|
0814410286 (electronic bk.) |
| Standard No. |
9786612657764 |
|
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