Articoli correlati a Selling in the New World of Business
Doing business the old-fashioned way is a thing of the past!
Selling in the New World of Business presents a practical look at how technology has changed the way we sell and the changes an outside sales professional has to make to stay on top. Written in a straightforward style with a touch of humor, the book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today’s highly competitive business environment. This insightful book shows you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and how to negotiate a sales relationship that works instead of just haggling over terms and conditions.
As they swap e-mails with prospective business partners, file reports electronically, master the fundamentals of Power Point, and browse Web sites that offer guidance on everything from selling tips to stock market tips, most professional salespeople will tell you that the essence of selling really hasn’t changed-selling is selling. But Selling in the New World of Business details how (and why) every aspect of the process of selling has been affected by the revolution in technology and explains why (and how) every sales professional must adapt. The book presents plans to develop skills for prospect-focused presentations and strategies for negotiating profitable sales and includes action plan assessments, practice examples, hypothetical dialogues, and innovative applications of technology.
Selling in the New World of Business also presents key concepts for building a foundation of business strategies and tactics, including:
Selling in the New World of Business presents a practical look at how technology has changed the way we sell and the changes an outside sales professional has to make to stay on top. Written in a straightforward style with a touch of humor, the book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today’s highly competitive business environment. This insightful book shows you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and how to negotiate a sales relationship that works instead of just haggling over terms and conditions.
As they swap e-mails with prospective business partners, file reports electronically, master the fundamentals of Power Point, and browse Web sites that offer guidance on everything from selling tips to stock market tips, most professional salespeople will tell you that the essence of selling really hasn’t changed-selling is selling. But Selling in the New World of Business details how (and why) every aspect of the process of selling has been affected by the revolution in technology and explains why (and how) every sales professional must adapt. The book presents plans to develop skills for prospect-focused presentations and strategies for negotiating profitable sales and includes action plan assessments, practice examples, hypothetical dialogues, and innovative applications of technology.
Selling in the New World of Business also presents key concepts for building a foundation of business strategies and tactics, including:
- The New Age Willy Loman
- Everything’s the Same, Only Different
- Being a Supplier or Being a Partner
- Know What You Need to Know and Where to Get It
- Evaluate Your Company and the Company You Keep
Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.
Contenuti:
Product Description:
- Preface
- Chapter 1. Building Your Foundation
- Concept 1: The New Age Willy Loman
- Concept 2: Everything Is the Same, Only Different
- Concept 3: Being a Supplier, or Being a Partner
- Concept 4: Know What You Need to Know and Where to Get It
- Concept 5: Evaluate Your Company and the Company You Keep
- Conclusion
- Chapter 2. Yesterday’s Good Habits Are Today’s Time Wasters: Time and Territory Management
- Concept 1: Some Things Never Change
- Concept 2: Carefully Assess What You’re Doing Now and How You’re Doing It
- Concept 3: Running with Technology or Running in Place
- Concept 4: The Dynamic Day—Getting Twice As Much Done in Half the Time
- Concept 5: What’s for Lunch and Dinner? New Perspectives on Wining and Dining
- Conclusion
- Chapter 3. Prerequisites to Getting in the Game: Effective Personal and Professional Communication
- Concept 1: Establish a Solid Foundation of Effective Communication Basics
- Concept 2: Relationships Are the Key to Success in Selling
- Concept 3: Nonverbals Speak More Loudly Than Words
- Concept 4: Emerging Issues for Communicating in the New World of Business
- Conclusion
- Chapter 4. Networking and Prospecting: Developing Professional Relationships and Strategic Alliances
- Concept 1: Prospecting Is Still Your Most Important Activity
- Concept 2: The Old Watering Holes Just Ain’t What They Used To Be
- Concept 3: New Perspectives on Networking and Prospecting
- Concept 4: Getting the Appointment: Convincing Prospects to See You in Person
- Conclusion
- Chapter 5. The Professional Presentation: Making It Effective
- Concept 1: Be Prepared
- Concept 2: Set the Agenda
- Concept 3: Don’t Present to Prospects—Get Them to Present to You
- Concept 4: Use Technology to Enhance Your Performance
- Concept 5: The Close Is Just the Beginning, Not the End
- Conclusion
- Chapter 6. Objections Have Not Gone Out of Style: Dealing with Objections, Barriers, and Other Impediments
- Concept 1: Listen, Ask Questions, and Listen Some More
- Concept 2: Unearth and Handle all Visceral Objections First
- Concept 3: Close on Every Content-Based Objection
- Concept 4: After Dealing With the Objection, Get Back in Step
- Conclusion
- Chapter 7. Closing Is Not the Final Chapter: Achieving Agreement in Principle
- Concept 1: Master the Basic Closing Skills and Techniques
- Concept 2: Closing on Relationship
- Concept 3: What Motivates Prospects to Buy
- Concept 4: Provide a Compelling Reason for Prospects to Act Now
- Conclusion
- Chapter 8. Negotiating the Partnership: Reaching Agreement on Points, Terms, and Conditions
- Concept 1: The Essence of Power and Leverage
- Concept 2: Tools of the Trade—Tactics and Countermeasures
- Concept 3: A Strategic Approach to Negotiation
- Concept 4: Innovative Approaches for the New World of Business
- Conclusion
- Epilogue
- Index
Book by Stevens Robert E Loudon David L Kimball Bob Hall J
Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.
- EditoreRoutledge
- Data di pubblicazione2004
- ISBN 10 0789022729
- ISBN 13 9780789022721
- RilegaturaCopertina flessibile
- Numero edizione1
- Numero di pagine252
Compra nuovo
Scopri di più su questo articolo
EUR 23,71
Spese di spedizione:
EUR 3,69
In U.S.A.
I migliori risultati di ricerca su AbeBooks
Foto dell'editore
Selling in the New World of Business
Editore:
The Haworth Press, Incorporated
(2004)
ISBN 10: 0789022729
ISBN 13: 9780789022721
Nuovo
Brossura
Quantità: 4
Da:
Valutazione libreria
Descrizione libro Condizione: New. pp. 252 1st Edition. Codice articolo 26490054
Compra nuovo
EUR 23,71
Convertire valuta
Foto dell'editore
Selling in the New World of Business
Editore:
The Haworth Press, Incorporated
(2004)
ISBN 10: 0789022729
ISBN 13: 9780789022721
Nuovo
Brossura
Quantità: 4
Da:
Valutazione libreria
Descrizione libro Condizione: New. pp. 252. Codice articolo 7390617
Compra nuovo
EUR 22,58
Convertire valuta
Foto dell'editore
Selling In The New World Of Business
Da:
Valutazione libreria
Descrizione libro Condizione: Brand New. New. US edition. Expediting shipping for all USA and Europe orders excluding PO Box. Excellent Customer Service. Codice articolo ABEOCT23-95303
Compra nuovo
EUR 31,88
Convertire valuta
Foto dell'editore
Selling in the New World of Business
Da:
Valutazione libreria
Descrizione libro Condizione: New. Brand New Original US Edition.We Ship to PO BOX Address also. EXPEDITED shipping option also available for faster delivery.This item may ship from the US or other locations in India depending on your location and availability. Codice articolo ABTR-31123
Compra nuovo
EUR 31,88
Convertire valuta
Foto dell'editore
Selling in the New World of Business
Da:
Valutazione libreria
Descrizione libro Condizione: New. Brand New Original US Edition. Customer service! Satisfaction Guaranteed. This item may ship from the US or our Overseas warehouse depending on your location and stock availability. We Ship to PO BOX Location also. Codice articolo ABRR-31123
Compra nuovo
EUR 33,18
Convertire valuta
Foto dell'editore
Selling In The New World Of Business
Da:
Valutazione libreria
Descrizione libro Condizione: Brand New. Brand New! Fast Delivery , Delivery with in 6-9 working Day Only , Original Edition. Excellent Quality, Printing In English Language, Quick delivery by FEDEX & DHL. Our courier service is not available at PO BOX& APO BOX. Codice articolo ATL 9780789022721
Compra nuovo
EUR 52,05
Convertire valuta