Selling in Manufacturing and Logistics: The Twelve Key Strategies for Managers and Salespeople
Language: English
Published by SandlerTraining, Inc., 2017
- Softcover
- Used
Seller: Gate City Books, GREENSBORO, NC, U.S.A.Gate City Books
AbeBooks seller since June 5, 2025
Condition: Used - Very good
£ 6.08
Quantity: 1 available
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Used - Very Good: Item may have minor cosmetic defects.
Seller Inventory # GCM.3H0H
- Title
- Selling in Manufacturing and Logistics: The Twelve Key Strategies for Managers and Salespeople
- Author
- Mike Jones; Ken Guest
- Publisher
- SandlerTraining, Inc.
- Publication year
- 2017
- Condition
- very_good
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 0692919783
- ISBN 13
- 9780692919781
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
"Synopsis" may belong to another edition of this title.
Gate City Books
GREENSBORO, NC, U.S.A.
AbeBooks seller since June 5, 2025
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