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ABC's of relationship selling through service / Charles M. Futrell, Raj Agnihotri, Michael T. Krush,
New York, NY : McGraw-Hill, 2019
xxxiv, 599 pages. : illustrations ; 26 cm.
Ký hiệu phân loại (DDC): 658.85
ABC's of Relationship Selling 13e trains the readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service.
The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leading text brings a comfortable and familiar approach to the Selling discipline.
Số bản sách:
(2)
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3
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Aligning strategy and sales : the choices, systems, and behaviors that drive effective selling / Frank V Cespedes
Boston, Massachusetts : Harvard Business Review Press, 2014
x, 313 pages : illustrations ; 24 cm.
Ký hiệu phân loại (DDC): 658.8101
Most firms face a wide gap between their strategic goals and their sales and other go-to-market efforts. Aligning these activities is - or should be - an important component of competitive advantage for entrepreneurs and established companies. Yet for most, it isn't ... This book is about aligning strategy and go-to-market efforts. It starts by explaining why many sales problems in companies are really strategic alignment issues. It helps managers understand and diagnose both the overt and hidden costs of not aligning strategic goals with sales initiatives, and why getting better at selling typically requires more than a motivational speech, sales force reorganization, new incentives, or a good training seminar. It outlines a process for articulating strategy in ways that people in the field can understand and in ways that help strategy formulators understand the required sales tasks inherent in strategic plans for the enterprise. Given a coherent strategy, the book provides a framework for analyzing and managing the core levers available to firms when they seek to align selling behaviors with sales tasks, and examines each lever. Readers will learn how to synchronize strategy and sales activities across the organization, and get value from improving their firm's performance in the following areas: - How to move from a strategic vision to an integrated selling plan- How to build a sales organization to match strategy- How to create and maintain the optimal infrastructure and processes"--Publisher's description.
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4
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Building a storybrand : clarify your message so customers will listen /Donald Miller.
New York : HarperCollins Leadership, an imprint of HarperCollins, 2017
x, 228 pages. : illustrations ; 22 cm
Ký hiệu phân loại (DDC): 658.8
Explains how businesses can better connect with their customers through the use of a simplified brand message, one that fosters ease of understanding on websites, in brochures, and on social media.
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5
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