Selling in the New World of Business
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Selling in the New World of Business

Selling in the New World of Business


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About the Book

Doing business the old-fashioned way is a thing of the past! Selling in the New World of Business presents a practical look at how technology has changed the way we sell and the changes an outside sales professional has to make to stay on top. Written in a straightforward style with a touch of humor, the book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today’s highly competitive business environment. This insightful book shows you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and how to negotiate a sales relationship that works instead of just haggling over terms and conditions. As they swap e-mails with prospective business partners, file reports electronically, master the fundamentals of Power Point, and browse Web sites that offer guidance on everything from selling tips to stock market tips, most professional salespeople will tell you that the essence of selling really hasn’t changed-selling is selling. But Selling in the New World of Business details how (and why) every aspect of the process of selling has been affected by the revolution in technology and explains why (and how) every sales professional must adapt. The book presents plans to develop skills for prospect-focused presentations and strategies for negotiating profitable sales and includes action plan assessments, practice examples, hypothetical dialogues, and innovative applications of technology. Selling in the New World of Business also presents key concepts for building a foundation of business strategies and tactics, including: The New Age Willy Loman Everything’s the Same, Only Different Being a Supplier or Being a Partner Know What You Need to Know and Where to Get It Evaluate Your Company and the Company You Keep Selling in the New World of Business is an invaluable tool for sales professionals and academics working in business-related fields.

Table of Contents:
Preface Chapter 1. Building Your Foundation Concept 1: The New Age Willy Loman Concept 2: Everything Is the Same, Only Different Concept 3: Being a Supplier, or Being a Partner Concept 4: Know What You Need to Know and Where to Get It Concept 5: Evaluate Your Company and the Company You Keep Conclusion Chapter 2. Yesterday’s Good Habits Are Today’s Time Wasters: Time and Territory Management Concept 1: Some Things Never Change Concept 2: Carefully Assess What You’re Doing Now and How You’re Doing It Concept 3: Running with Technology or Running in Place Concept 4: The Dynamic Day—Getting Twice As Much Done in Half the Time Concept 5: What’s for Lunch and Dinner? New Perspectives on Wining and Dining Conclusion Chapter 3. Prerequisites to Getting in the Game: Effective Personal and Professional Communication Concept 1: Establish a Solid Foundation of Effective Communication Basics Concept 2: Relationships Are the Key to Success in Selling Concept 3: Nonverbals Speak More Loudly Than Words Concept 4: Emerging Issues for Communicating in the New World of Business Conclusion Chapter 4. Networking and Prospecting: Developing Professional Relationships and Strategic Alliances Concept 1: Prospecting Is Still Your Most Important Activity Concept 2: The Old Watering Holes Just Ain’t What They Used To Be Concept 3: New Perspectives on Networking and Prospecting Concept 4: Getting the Appointment: Convincing Prospects to See You in Person Conclusion Chapter 5. The Professional Presentation: Making It Effective Concept 1: Be Prepared Concept 2: Set the Agenda Concept 3: Don’t Present to Prospects—Get Them to Present to You Concept 4: Use Technology to Enhance Your Performance Concept 5: The Close Is Just the Beginning, Not the End Conclusion Chapter 6. Objections Have Not Gone Out of Style: Dealing with Objections, Barriers, and Other Impediments Concept 1: Listen, Ask Questions, and Listen Some More Concept 2: Unearth and Handle all Visceral Objections First Concept 3: Close on Every Content-Based Objection Concept 4: After Dealing With the Objection, Get Back in Step Conclusion Chapter 7. Closing Is Not the Final Chapter: Achieving Agreement in Principle Concept 1: Master the Basic Closing Skills and Techniques Concept 2: Closing on Relationship Concept 3: What Motivates Prospects to Buy Concept 4: Provide a Compelling Reason for Prospects to Act Now Conclusion Chapter 8. Negotiating the Partnership: Reaching Agreement on Points, Terms, and Conditions Concept 1: The Essence of Power and Leverage Concept 2: Tools of the Trade—Tactics and Countermeasures Concept 3: A Strategic Approach to Negotiation Concept 4: Innovative Approaches for the New World of Business Conclusion Epilogue Index


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Product Details
  • ISBN-13: 9780789022721
  • Publisher: Taylor & Francis Inc
  • Publisher Imprint: Haworth Press Inc
  • Language: English
  • No of Pages: 252
  • Weight: 454 gr
  • ISBN-10: 0789022729
  • Publisher Date: 28 May 2004
  • Binding: Paperback
  • No of Pages: 252
  • Returnable: N


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