Phi Learning Private Ltd
|Number of Pages
This book clearly shows how to adopt a disciplined, logical approach to manage selling opportunities and enables a salesperson to learn how to fulfill customers' expectations. The step-by-step guidelines will help to produce successful outcomes for both the salespersons and the customers while giving them an edge over their competitors. The methods given pinpoint exactly which facts the customer needs to have at each stage of the sales process.
Based on an approach that treats selling as a science, the author shows that applying the suggested methods, any salesperson can duplicate success on a planned, routine basis.
The Science of Sales Success is every sales professional's key to faster sales growth and ongoing profitability.
Filled with concrete examples and engaging case studies.
Step-by-step approaches to quantifying and measuring sales success.
Plenty of practical examples which can be followed easily.
This book is intended for management students specializing in sales and marketing and sales professionals.
Table of Contents
Chapter 1 Measurability Matters
Chapter 2 Defining Value
Chapter 3 Receiving Value
Chapter 4 Tests of Reasonableness
Chapter 5 Every Question Counts
Chapter 6 Leave the Brochures Behind
Chapter 7 Every Reason to Say Yes
Chapter 8 When the World Isn't Perfect
Chapter 9 Using MeasureMax Your Way