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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
ERP and Data Warehousing in Organizations: Issues and Challenges
ERP Systems Impact on Organizations
Challenging the Unpredictable: Changeable Order Management Systems
The Second Wave ERP Market: An Australian Viewpoint
Context Management of ERP Processes in Virtual Communities
Intrinsic and Contextual Data Quality: The Effect of Media and Personal Involvement
SQL Hacks
Hack 25. Keep a Running Total
Hack 54. Denormalize Your Tables
Hack 55. Import Someone Elses Data
Hack 69. Execute Functions in the Database
Hack 70. Combine Your Queries
Making Sense of Change Management: A Complete Guide to the Models, Tools and Techniques of Organizational Change
Part I - The Underpinning Theory
Individual change
Organizational change
Leading change
Mergers and acquisitions
The New Solution Selling: The Revolutionary Sales Process That Is Changing the Way People Sell [NEW SOLUTION SELLING 2/E]
Chapter Three Sales Process
Chapter Five Stimulating Interest
Chapter Seven Diagnose Before You Prescribe
Chapter Nine Selling When You re Not First
Chapter Ten Vision Re-engineering
Microsoft WSH and VBScript Programming for the Absolute Beginner
Overview of the Windows Script Host
VBScript Basics
Processing Collections of Data
Handling Script Errors
Appendix B Built-In VBScript Functions
What is Lean Six Sigma
The Four Keys to Lean Six Sigma
Key #4: Base Decisions on Data and Facts
Making Improvements That Last: An Illustrated Guide to DMAIC and the Lean Six Sigma Toolkit
The Experience of Making Improvements: What Its Like to Work on Lean Six Sigma Projects
Six Things Managers Must Do: How to Support Lean Six Sigma
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