Selling in Manufacturing and Logistics: The Twelve Key Strategies for Managers and Salespeople - Softcover
Synopsis
Everyone is selling, all the time—–but not everyone sells well, and not everyone realizes that selling is what’s happening. This is true to some degree in all aspects of business, but it is particularly true for businesses involved in the manufacturing, distribution, and delivery of products.
There are so many different departments that must come together in collaboration to ensure the successful delivery of a product—and consequently a satisfied customer––that everyone along the chain should, ideally, be selling all the time, to everyone, in every department. That’s a major task!
In Selling in Manufacturing and Logistics, authors Mike Jones and Ken Guest, show managers and salespeople what works when it comes to connecting all the dots … and, just as important, what doesn’t work. Jones and Guest, two “blue-collar bulldogs” with a combined half-century of experience, share a proven twelve-point system for sales success within the complex, multi-layered, and demanding field of manufacturing and logistics that works for sellers in any company that manufactures, distributes, or delivers products to end-users.
Twelve key strategies explained for sales professionals in this dynamic field:
- Understand the Players
- Get in front of the right prospects
- Set the plan
- Leverage both digital and voice to voice prospecting
- Take control of the selling day
- Set expectations
- Known when to bid … and when not to bid
- De-commoditize your offering
- Follow up strategically
- Think beyond the “close”
- Grow “accounts” into “relationships”
- Make accountability a way of life
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Selling in Manufacturing and Logistics: The Twelve Key Strategies for Managers and Salespeople
Seller: ThriftBooks-Atlanta, AUSTELL, GA, U.S.A.
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Paperback. Condition: Very Good. No Jacket. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less. Seller Inventory # G0692919783I4N00
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Selling in Manufacturing and Logistics: The Twelve Key Strategies for Managers and Salespeople
Seller: MERS Goodwill-Kansas City, Blue Springs, MO, U.S.A.
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Condition: good. The book has been read but is in good condition. It has very minimal damage to the cover, including scuff marks, but no holes or tears. The dust jacket for hard covers may not be included. The binding has minimal wear. The majority of pages are undamaged with minimal creasing or tearing, minimal pencil underlining of text, no highlighting of text, and no writing in the margins. There are no missing pages. See the seller's listing for full details and a description of any imperfections. Seller Inventory # WMEKV.0692919783.G
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Selling in Manufacturing and Logistics: The Twelve Key Strategies for Managers and Salespeople
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
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Condition: Good. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00104190263