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Chapter
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1
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Introduction
This
chapter considers why complex sales need: high and wide
levels of contact within the prospective customer; a team
approach; and a well thought-out sales strategy and action
plan. |
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2
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What
is Meant by Complex Sales?
This
chapter looks at the following key phrases: solution selling;
planning a complex sales campaign; qualifying the prospect;
and teams and virtual teams. |
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3
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The
Evolution of Complex Sales
This chapter looks at the evolution, through trial and error
over the years, of current thinking about complex sales
planning in terms of: the first company to be renowned for
doing it; and the driver of the campaign - the customer's
buying process.
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4
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The
E-Dimension
This
chapter looks at the considerable opportunities that the
e-dimension offers to sales managers and salespeople in
terms of control and sharing of ideas. |
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5
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The
Global Dimension
This
chapter looks at the threat posed by global stakeholders
in complex sales planning in terms of: making sure the selling
team have identified all the worldwide stakeholders; and
involving stakeholders worldwide at the appropriate time
in the customer's buying process.
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6
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The State of the Art - Winning Complex Sales Campaigns
This
chapter looks at the elements involved in creating a team-built
sales campaign plan: the objectives and organization of
a complex sales plan; and the definition of a good objective
by the acronym 'SMART'. |
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7
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Complex sales in Practice - Qualifying The Prospect
This
chapter looks at the practical steps involved in creating
a team-built sales campaign plan: qualifying the prospect;
assessing the team's starting position; and a worked example.
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8
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Key Concepts and Thinkers
This
chapter describes, in a glossary of terms, some key words
and concepts in selling and account management, and considers
some words of wisdom from key thinkers in sales and consultative
selling.
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9
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Resources
This
chapter explains how the annual report of a key account
can be used as a starting point and a basic resource document
for planning a complex sales campaign, and looks at some
Websites that offer electronic sales-planning tools.
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10
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Ten
Steps to Winning Complex Sales
Through
People People buy from people. The most important part of
the complex selling process is dealing with the key people.
Here are the ten steps necessary to do that.
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