Selling Services: Sales 12.06

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John Wiley & Sons, Oct 31, 2003 - Business & Economics - 120 pages
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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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Contents

120602 What Is Selling Services?
5
120603 The Evolution of Selling Services
13
120604 The EDimension
21
120605 The Global Dimension
31
120606 The State of the Art
41
120607 In Practice
59
120608 Key Concepts and Thinkers
77
120609 Resources
85
120610 Ten Steps to Making Selling Services Work
95
Frequently Asked Questions FAQs
105
Acknowledgments
107
Index
109
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About the author (2003)

PATRICK FORSYTH is a leading authority in the field of strategy and business.  He is head of Touchstone Training and Consultancy, an independent firm based in the UK, specializing in marketing consultancy, research and training on marketing issues, sales, communication and management skills.  Patrick has established a reputation as a leading thinker and writer, and is the author of more than 20 successful business books.

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