Selling ASAP combines both timely and timeless components of selling to help professionals achieve their sales objectives in today's fast-paced business world. As the authors demonstrate, rapidly changing customer expectations have led to a dramatic shift in the business of selling. Customers no longer want product experts they want trusted advisors. This invaluable guide stresses the importance of viewing a sale not as a one-time encounter but as an opportunity to build a long-lasting, mutually beneficial relationship.
Utilizing sound academic research and solid business practices, the authors provide strategies for better anticipating client needs and prescribing solutions that build value over time. The professional edition of Selling ASAP includes numerous practical tips, such as how to behave during a sales call, what language to use or avoid, and how to complete a transaction and begin a profitable business relationship. In addition to covering the fundamentals, Selling ASAP offers innovative sales techniques backed by extensive research for the modern salesperson.
|Publisher:||Louisiana State University Press|
|Product dimensions:||6.20(w) x 9.30(h) x 0.90(d)|
About the Author
Larry Chonko is the Thomas McMahon Professor of Business Ethics at the University of Texas at Arlington. Dr. Chonko is the author or coauthor of fifteen books.
Eli Jones is dean of Louisiana State University's E. J. Ourso College of Business and the E. J. Ourso Distinguished Professor of Business. Before becoming a professor, he worked in sales and sales management for three Fortune 100 companies. Dr. Jones has designed and taught corporate sales and sales management training courses around the world.
Fern Jones manages Eli Jones & Associates, Inc., a sales and marketing, executive education, and research firm; and Novewave, LLC, an innovative multimedia business solutions provider.
Carl Stevens has managed sales education and consulting projects across six continents and fifty-one countries for companies including Caterpillar, Dresser, DuPont, Ford Motors, IBM, Xerox, and many more.
Table of Contents
PART ONE. UNDERSTANDING THE SALES ENVIRONMENT ASAP. 1. Selling ASAP. 2. The Changing World of Sales. 3. Selling Ethically. 4. Servicing the Customer to Build Customer Lifetime Value. PART TWO. IMPLEMENTING THE SALES PROCESS ASAP. 5. Understanding Why Buyers Buy. 6. Preparation. 7. Attention. 8. Examination. 9. Prescription. 10. Conviction and Motivation. 11. Completion and Partnering. PART THREE. MASTERING SALES AGILITY ASAP. 12. Selling to Major Accounts. 13. Managing Yourself and Your Time. Knowledge-Building Case Study: Mediquip, S.S. Glossary. Index.
Most Helpful Customer Reviews
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