B2B Professional Sales: Theory, Process, Application, Tools - Softcover

Amlin, JP

9781691005628: B2B Professional Sales: Theory, Process, Application, Tools

Softcover

ISBN 10: 1691005622 ISBN 13: 9781691005628

Publisher: Independently published, 2016

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Format
Color print-on-demand paperback

Who is this textbook for?
The B2B Professional Sales textbook by JP Amlin is a comprehensive arsenal of tools to improve the skills of novice as well as experienced salespeople and sales managers alike. These tools are all nicely forged around a unique approach to matching the opportunity management process to the client's buying process. The use of this approach and the tools that support it will help sales professionals close more profitable deals, reduce stress in complex negotiations, and plan their day-to-day activities to ensure a successful career in sales.

Section One: Sales Fundamentals

Chapter 1: Understanding the Role of Marketing and Sales
Chapter 2: Value Drivers
Chapter 3: Account Corporate Profile
Chapter 4: Opportunities Management
Chapter 5: Communication Skills
Chapter 6: Sales Activities

Section Two: Consultative Selling Skills

Chapter 7: Sales Call Skills
Chapter 8: Handling Customer Objections

Section Three: Selling in Competitive Markets

Chapter 9: Strategic Sales Plan
Chapter 10: Competitive Bidding
Chapter 11: Pricing for Bidding
Chapter 12: Collaborative Negotiations

Section Four: Putting It All Together

Chapter 13: Pipeline Management
Chapter 14: Relationship Profiling
Chapter 15: Account and Territory Plans

Supporting Materials
People purchasing the textbook are invited to download a free copy of the entire textbook in color PDF format from http://b2bprosales.com/txtbook_2021 and the complementary resources folder from http://www.b2bprofessionalsales.com/textbook/#textbook

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