B2B Professional Sales: Theory, Process, Applications and Tools - Softcover

JP Amlin

Softcover

ISBN 10: 9881408849 ISBN 13: 9789881408846

Publisher: Carl Printing, 2016

Synopsis

Format
Softcover black white version of the textbook. Also available in Kindle.

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 match the opportunity management process to the client's buying process. The use of this approach and these 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. The content is listed below:

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

Edition details

• Publisher: Carl Printing
• Publication date: 2016
• ISBN 10: 9881408849
• ISBN 13: 9789881408846
• Binding: Paperback
• Language: English
• Edition number: 1