Sales Express: Sales 12.1
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
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120102 What is Sales?
120103 Evolution of Sales
120104 The EDimension
120105 The Global Dimension
120106 The State of the Art
120107 In Practice Sales Success Stories
A.T. Stewart Amway approach auctions become beneﬁts buyer call centres catalog Chapter Christie’s closing techniques Cold Calling companies competitors complex sales consumers costs countries Customer Relationship Management customer’s database dealers dealerships deﬁned developed distributors Dyson effective efﬁcient example ExpressExec ﬁeld ﬁnancial ﬁnd ﬁnding ﬁrm’s ﬁrms ﬁrst foreign market Frans Hals fulﬁlling global account management Huthwaite important increase individual industry inﬂuence Internet James Dyson Japanese car key account management KEY LEARNING POINTS Licensing major manufacturers Maslow methods MMPI motivated multi-level marketer objections offer ofﬁce performers personal selling practice problem proﬁt margins prospects purchase Quixstar recruitment relationship selling retailers sales and marketing Sales and Sales sales force Sales Management sales staff sales support salespeople salesperson sellers selling process skills Sotheby’s speciﬁc SPIN selling strategy success supplier tests trade trial close