This module contains 10 books about Sales.
Spin selling and relationship selling the impact of new e-selling
channels. This module outlines all the key ingriedents required
for successful selling whether it be globallly or complex in nature.
It combines practical techniques with other useful information
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Buy it!
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Sales
Express
Covers
the latest techniques in CRM, key account management, SPIN selling,
and relationship selling. Also deals with how to improve key
selling skills such as prospecting, identifying qualified prospects,
and the art of the close. Case studies from Dyson, the Japanese
car market, and Sotheby's. |
30%
saving
now
£6.99
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Global
Sales
Covers
the enormous growth potential offered by global sales, use of
a local sales force, web selling, intellectual property and
privacy, and standardization or adaptation of your products
and services. Case studies from Budweiser, Boo.com, McDonald's,
Checkpoint and Samsung.
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30%
saving
now
£6.99
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E-Sales
Cover
the key areas of e-selling, including the global marketplace,
new e-selling channels, and likely trends and developments of
the future. Features a comprehensive case study of Dell - operating
in the global dimension, practical advice and application, and
key e-selling lessons and insights. |
30%
saving
now
£6.99
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Complex
Sales
Covers getting to grips with the technical and commercial risks
that make up complex selling, understanding the needs of the
buyer, effectively managing the time and resource spent in carrying
out a complex sale, and implementing a successful sales campaign.
Features a worked example of a team-built sales campaign plan. |
30%
saving
now
£6.99
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Account
Management
Covers
increasing the volume, profitability and predictability of
key account sales, a team-based approach to account selling,
planning for long-term account management and allocation of
resources. Examples and lessons using SWOT analysis on the
mission statements of a number of companies from different
sectors.
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30%
saving
now
£6.99
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Selling
Services
Covers
the special approaches that make selling any kind of service
acceptable to clients and an effective part of the overall marketing
mix. Also looks at practical ways of dealing with high customer
expectations. Case studies drawn from a wide number of service
businesses including airlines, hotels, and financial and professional
services. |
30%
saving
now
£6.99
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Sales
Rewards and Incentives
Covers
the key areas of financial and non-financial rewards and recognition
for sales people - from learning what works and constructing
schemes to managing communications and monitoring results. Examples
and lessons from around the world and market sectors including
financial services, IT, automotive and retail. |
30%
saving
now
£6.99
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FMCG
Selling
Covers
the key issues of retailer dominance, retailer resistance to
new product launches, consumer behavior, category management,
buying structures, product development and regulation, and branding
issues. Case material from Proctor & Gamble, Coca-Cola and Pepsi,
and Wal-Mart and Red Bull. |
30%
saving
now
£6.99
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Customer
Relationship
Covers key topics such as loyalty and customer retention. Also
explores how to move beyond customer satisfaction to customer
delight. Case studies of Amazon.com, Kalmbach Publishing (US),
Boeing (US), Saga (UK), Chowking Food Corporation (the Philippines).
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30%
saving
now
£6.99
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Self
Development for Sales People
Covers how to create an implement a plan of self development,
from attitudes and approaches to skills improvement, designed
to keep sales people at the leading edge of professionalism
and success. Full of best practice examples and case studies
to get the individual started. |
30%
saving
now
£6.99
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