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Chapter 4: Leveraging Technologies For Sales Success
Figure 4.1:
Technologies Offered by Companies to Support the Sales Organization
Figure 4.2:
Benefits of Sales Technologies
Chapter 5: Adopting a Consultative Selling Approach
Figure 5.1:
Sales Impact Ladder
Figure 5.2:
How Sales Impact Ladder Aligns with Customer Decision-Making Process
Figure 5.3:
Consultative Sales Process
Figure 5.4:
Dissecting the Analyze Phase
Chapter 6: Reskilling the Sales Force
Figure 6.1:
How a Learner Might Move through the Learning Formula Phases
Chapter 7: Redefining Sales Management
Figure 7.1:
Weekly Hours Sales Managers Spend Coaching
Figure 7.2:
Frequency of Sales Managers Going on Ride Alongs
Figure 7.3:
Managerial Administrative Duties
Chapter 9: Customers’ Demands For More—Buying Behaviors and Attitudes
Figure 9.1:
Motivating Factors for Buying New Technology
Figure 9.2:
Breakdown of IT Purchases by Channel
Figure 9.3:
Customers’ Buying Practices
Figure 9.4:
Vendor Characteristics Valued by Customers
Figure 9.5:
Salesperson’s Role as a Trusted Advisor
Figure 9.6:
Salesperson Characteristics Affecting Customer Decision to Purchase
Figure 9.7:
Salesperson Characteristics as Ranked by Telecommunications Customers
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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
Beginning Cryptography with Java
The JCA and the JCE
Asymmetric Key Cryptography
Object Description in Cryptography Using ASN.1
Distinguished Names and Certificates
Appendix A Solutions to Exercises
OpenSSH: A Survival Guide for Secure Shell Handling (Version 1.0)
Step 3.1 Use PuTTY as a Graphical Replacement for telnet and rlogin
Step 4.6 How to use PuTTY Passphrase Agents
Step 5.1 General Troubleshooting
Step 5.2 Troubleshooting Common OpenSSH Errors/Problems
Step 6.1 Port Forwarding
A Practitioners Guide to Software Test Design
State-Transition Testing
Scripted Testing
Test Planning
When to Stop Testing
Appendix A Brown & Donaldson Case Study
Lotus Notes Developers Toolbox: Tips for Rapid and Successful Deployment
Language Selector
Links to developerWorks
Working with @DBColumn
How to Format Field Values Using Input Translation
How to Set the Field Tab Order on a Form
AutoCAD 2005 and AutoCAD LT 2005. No Experience Required
Getting to Know AutoCAD
Basic Commands to Get Started
Using Layers to Organize Your Drawing
Dimensioning a Drawing
Appendix A Look at Drawing in 3D
What is Lean Six Sigma
Key #1: Delight Your Customers with Speed and Quality
Key #2: Improve Your Processes
Key #3: Work Together for Maximum Gain
Making Improvements That Last: An Illustrated Guide to DMAIC and the Lean Six Sigma Toolkit
Six Things Managers Must Do: How to Support Lean Six Sigma
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