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Chapter 2: Expanding Multichannel Strategies
Integrating the Field Sales Force, Retail Branches, and E-commerce at Of fice Depot
Par tnering with Distributors at Stora Enso
One Strategy, Multiple Channels at Mar riott International
Suppor ting Customer Preference at Taishin International Bank
Chapter 3: Examining the Deployment of Sales Resources
Moving Hewlett Packard from a Product-Oriented to a Customer-Oriented Sales Organization
Global Account Teams at Mar riott International
Aligning Sales Resources to Customer Types at TD Waterhouse
Local Attention from Yellow Book USA
Teaming at Fuji-Xerox
Chapter 4: Leveraging Technologies For Sales Success
Low-Tech Business Benefits from High-Tech CRM: Yellow Book USA
Overcoming the Past at Diebold
Intier Automotive’s Strategies for Improving Usage of CRM
Chapter 5: Adopting a Consultative Selling Approach
A New Era of Selling at Honda Clio Shin, Tokyo
Solutionizing™ at Ingersoll Rand (IR), Taiwan
Speaking ROI at Yellow Book USA
Providing Industr y Exper tise at Infineum, UK
Chapter 6: Reskilling the Sales Force
A New Generation of Relationship Selling at Diebold
Par ticipating in the Client Value Chain at Infineon
Internal Selling at Infineum
Elevating Account Management Skills at Hewlett Packard
Building PIT Crews at Bell South
Chapter 7: Redefining Sales Management
Walking the Talk at Of fice Depot
A Commitment to Coaching at BellSouth
Chapter 8: Creating a Culture for Winning Sales
Sales Culture Is Key to Success at Yellow Book USA
Aligning Organizational Practices at Mar riott
Marrying Cultures at Stora Enso
Chapter 9: Customers’ Demands For More—Buying Behaviors and Attitudes
Adapting to Customer Changes at TD Waterhouse
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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
Adobe After Effects 7.0 Studio Techniques
Motion Blur
Track Mattes
Optimizing Your Projects
Linear Keyers and Hi-Con Mattes
Fire
Excel Scientific and Engineering Cookbook (Cookbooks (OReilly))
Sampling Data
Rounding and Truncating Numbers
Converting Between Number Systems
Manipulating Matrices
Solving Linear Systems
Competency-Based Human Resource Management
Why a Focus on Jobs Is Not Enough
An Overview of Competency-Based HR Management Practices
Competency-Based Employee Rewards
The Transformation to Competency-Based HR Management
Appendix B Further Suggestions on Employee Development
The New Solution Selling: The Revolutionary Sales Process That Is Changing the Way People Sell [NEW SOLUTION SELLING 2/E]
Chapter Two Principles
Chapter Six Defining Pain or Critical Business Issue
Chapter Fifteen Sales Management System: Managers Managing Pipelines and Salespeople
Appendix A Value Justification Example
Appendix B Solution Selling: A Scalable Approach
Wireless Hacks: Tips & Tools for Building, Extending, and Securing Your Network
Hack 1. Set Up Bluetooth on Linux
Hack 18. Blog from Your Mobile Phone
Hack 46. Proxy Web Traffic over SSH
Hack 84. Spider Omni Antenna
Hack 99. Slow Down to Speed Up
What is Lean Six Sigma
Key #2: Improve Your Processes
Key #4: Base Decisions on Data and Facts
When Companies Start Using Lean Six Sigma
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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