Selling Services

1. Auflage 2003
ISBN: 978-1-84112-459-9
Verlag: Capstone

Buch, Englisch, 128 Seiten, Format (B × H): 127 mm x 217 mm, Gewicht: 124 g

The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

Autoren/Hrsg.

Forsyth, Patrick

Fachgebiete

• Wirtschaftswissenschaften Wirtschaftssektoren & Branchen Dienstleistungssektor & Branchen Dienstleistungssektor & Branchen: Allgemeines
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Introduction to ExpressExec.

Introduction to Selling Services.

What is Selling Services?

The Evolution of Selling Services.

The E-Dimension.

The Global Dimension.

The State of the Art.

In Practice.

Key Concepts and Thinkers.

Resources.

Ten Steps to Making Selling Services Work.

Frequently Asked Questions.

Index.

Über Autor(innen)

PATRICK FORSYTH is a leading authority in the field of strategy and business. He is head of Touchstone Training and Consultancy, an independent firm based in the UK, specializing in marketing consultancy, research and training on marketing issues, sales, communication and management skills. Patrick has established a reputation as a leading thinker and writer, and is the author of more than 20 successful business books.