Complex Sales: Sales 12.04 (Express Exec) - Softcover

Langdon, Ken

Softcover

ISBN 10: 1841124575 ISBN 13: 9781841124575

Publisher: Capstone, 2003

Synopsis

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.

About this title

About the Author

KEN LANGDON is presently the non-executive chairman for SoftTools, a supplier of electronic Integrated Support Systems.  Ken has worked for many major computer companies worldwide, including Hewlett Packard and DEC.  As well as writing books, his experience as a process consultant has enabled him to help publishers and authors to improve the way that they translate business concepts into books and electronic tools.

From the Back Cover

• Fast-track route to beating the competition and successfully closing complex sales.
• Covers getting to grips with the technical and commercial risks that make up complex selling, understanding the needs of the buyer, effectively managing the time and resource spent in carrying out a complex sale, and implementing a successful sales campaign
• Features a worked example of a team-built sales campaign plan
• Includes a comprehensive resource guide, key concepts and thinkers, a 10-step action plan to winning complex sales, and a section of FAQs

From the Inside Flap

• Fast-track route to beating the competition and successfully closing complex sales.
• Covers getting to grips with the technical and commercial risks that make up complex selling, understanding the needs of the buyer, effectively managing the time and resource spent in carrying out a complex sale, and implementing a successful sales campaign
• Features a worked example of a team-built sales campaign plan
• Includes a comprehensive resource guide, key concepts and thinkers, a 10-step action plan to winning complex sales, and a section of FAQs

Edition details

• Publisher: Capstone
• Publication date: 2003
• Language: English
• ISBN 10: 1841124575
• ISBN 13: 9781841124575
• Binding: Paperback
• Edition number: 1
• Number of pages: 128