首頁外文書商業行銷行銷市場 〉Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts
商品訊息
作者書籍
Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts

Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts


作者  /  David Mattson/ Brian Sullivan

出版社 / McGraw-Hill Education (Singapore)

出版日期 / 2016/04/14

商品語言 / 英文

裝訂 / 精裝

定價 / NT$1,120

售價 / 9折, NT$ 1,008

※ 無庫存


Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts 其它優惠/消息


introduction all_character


內容簡介

The comprehensive 6-stage selling program from Sandler Training--
Top 20 Sales Training Company" by Selling Power Magazine

Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time.
 
You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler  This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment.  The program’s powerful six stages will guide you to:
 
1. Set a baseline for success for each territory and account
2. Identify opportunities with the highest probability of success
3. Engage with buyers to qualify enterprise opportunities
4. Craft solutions that directly address your client’s needs
5. Propose  your solution and achieve advancement
6. Serve and satisfy your client, earning the right to grow the business
 
Each of the stages represents a key piece of the puzzle in the  proactive, team-oriented Sandler Enterprise Selling (SES) process.  With the proven training techniques in this book, you’ll be able to use SES to win, grow and serve enterprise clients. You’ll learn how to master 13 selling tools integral to your SES success―like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You’ll discover practical solutions  to the vastly complex challenges in  enterprise organizations - extended sales cycles, wide  buyer networks, or  significant investments in pursuits.
 
Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts.







詳細資料

誠品26碼 /2681329911000
ISBN 13 /9781259643248
ISBN 10 /1259643247
EAN /9781259643248

頁數240
裝訂精裝
級別
語言英文
成份




Share/Save/Bookmark

查看全台書店有無此商品