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Strategies That Win Sales: Best Practices of the Worlds Leading Organizations
Strategies That Win Sales: Best Practices of the Worlds Leading Organizations
ISBN: 0793188601
EAN: 2147483647
Year: 2003
Pages: 98
Authors:
Mark Marone
,
Seleste Lunsford
BUY ON AMAZON
Table of Contents
BackCover
Strategies that Win Sales--Best Practices of the World s Leading Organizations
Preface
Introduction
What We Asked
Who We Interviewed
Chapter 1: Challenges Facing Today s Sales Organizations
Globalization
Competition
Changes in Customers Buying Behaviors
Complex Sales Cycles
Heightened Performance Expectations
Internal Resources Constraints
Overcoming Challenges with Strategies that Win Sales
Chapter 2: Expanding Multichannel Strategies
Developing a Channel Strategy
Managing Channel Conflict
Best Practices and Lessons Learned
Chapter 3: Examining the Deployment of Sales Resources
Common Structures
Which to Choose?
Best Practices and Lessons Learned
Chapter 4: Leveraging Technologies For Sales Success
Technology and the Successful Sales Organization
Market Challenges and the Sales Technology Solution
Technology Strategies for Successful Sales
Best Practices and Lessons Learned (The Future of Sales Technologies)
Chapter 5: Adopting a Consultative Selling Approach
What is Consultative Selling?
It s Been Decades. What Happened?
So Why Bother Now?
Is Consultative Selling Always the Answer?
What Do Customers Want?
Balancing Customer Potential and Cost of Sales
Can a Customer Move Up the Relationship Ladder?
Best Practices and Lessons Learned
Chapter 6: Reskilling the Sales Force
Competencies Define Sales Superstars
The Importance of Selection
Training to Develop New Skill Sets
Best Practices and Lessons Learned
Chapter 7: Redefining Sales Management
Contemporary Sales Manager Challenges
The Skills Required for Successful Sales Management
The Impact of Management Style
Best Practices and Lessons Learned
Chapter 8: Creating a Culture for Winning Sales
Organizational and Sales Force Culture
How Successful Organizations Create Sales Cultures
Management as a Cultural Guide
Best Practices and Lessons Learned
Chapter 9: Customers Demands For More--Buying Behaviors and Attitudes
Customers Want More of Everything
What Customers Want and How They Buy
Best Practices and Lessons Learned
Chapter 10: Conclusion
Summarizing the Strategies that Win
Underlying Themes
Applying the Customer Filter
What Do We Do With All of this Information? A Final Thought
Appendix A: Five Roles for Successful Sales--A Search for the Indicators of Sales Success
The Long-Term Ally
The Business Consultant
The Strategic Orchestrator
The Consistent Cultivator
The Focused Optimist
Supporting the Selling Process: What Organizations Can Do
Research Methodology
Appendix B: Salesperson Competency Assessment
Appendix C: Sales Manager Assessment
Bibliography
Index
Index_B
Index_C
Index_D
Index_E
Index_F
Index_G
Index_H
Index_I
Index_J
Index_K
Index_L
Index_M
Index_N
Index_O
Index_P
Index_R
Index_S
Index_T
Index_U
Index_V
Index_W
Index_Y
List of Figures
List of Sidebars
Strategies That Win Sales: Best Practices of the Worlds Leading Organizations
ISBN: 0793188601
EAN: 2147483647
Year: 2003
Pages: 98
Authors:
Mark Marone
,
Seleste Lunsford
BUY ON AMAZON
Kanban Made Simple: Demystifying and Applying Toyotas Legendary Manufacturing Process
Forming Your Kanban Team
Conduct Data Collection
Appendix A MRP vs. Kanban
Appendix C Two-Bin Kanban Systems
Appendix I Case Study 2: Rubber Extrusion Plant
MySQL Clustering
Installation
Installing MySQL-Max
Physical Factors
Displaying the Status of the Cluster/Controlling Nodes
C Glossary of Cluster Terminology
C & Data Structures (Charles River Media Computer Engineering)
Control Structures
Preprocessing
Arrays
Function
Problems in Trees
Persuasive Technology: Using Computers to Change What We Think and Do (Interactive Technologies)
Overview of Captology
The Functional Triad Computers in Persuasive Roles
Computers as Persuasive Social Actors
Credibility and Computers
The Ethics of Persuasive Technology
After Effects and Photoshop: Animation and Production Effects for DV and Film, Second Edition
Exaggeration Equals Characterization
Rotoscoping Techniques with Photoshop
Static Matte Painting in Photoshop
Making Movies from Stills
Color, Light, and Focus
Sap Bw: a Step By Step Guide for Bw 2.0
Loading Data into the InfoCube
Using a Variable to Access a Hierarchy Node Directly
Integrating Profile Generator and BEx Browser
Using 0RECORDMODE for Delta Load
Summary
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