High Performance Sales Organizations: Creating Competitive Advantage in the Global MarketplaceMcGraw Hill Professional, 16/11/1999 - 224 من الصفحات "A must-read for the business leader of today and tomorrow."--John G. O'Neill, Vice President, 3M Canada. High Performance Sales Organizations defined the true nature of market-focused sales and service operations, and helped push sales organizations into the 21st century. This essential guide includes three new chapters that highlight the latest computer and communications technologies and updates the comprehensive research, charts, and checklists that have made it so indispensable. |
المحتوى
| 3 | |
| 12 | |
| 23 | |
| 25 | |
The Customer Relationship Process Creating Loyal Partners | 35 |
Consultative Selling | 53 |
Salesperson as Strategic Orchestrator | 66 |
Salesperson as Business Consultant | 80 |
Salesperson as LongTerm Ally | 93 |
CRITICAL SUCCESS FACTORS | 103 |
TechnologyEnabled Selling Wiring the Enterprise for HighPerformance Selling | 105 |
Selecting High Performers | 125 |
Strategic Sales Training | 145 |
Strategic Sales Coaching | 162 |
طبعات أخرى - عرض جميع المقتطفات
عبارات ومصطلحات مألوفة
ability achieve AchieveGlobal AchieveGlobal's activities Allen & Hanbury's American Airlines Best Practices build business consultant business relationship candidates challenges commitment company's competencies competitive competitors consultative selling critical customer loyalty customer needs Customer Relationship Management Customer Relationship Process customers expect data warehouse databases develop effective ensure feedback focus focused Fuji Xerox goals Hewlett-Packard Company hiring identify implement improve industry Internet interview knowledge leading sales organizations long-term ally marketplace meet Northwestern Mutual organiza organization's Paper Company United partnership Practices and Guiding product or service products and services profitable Rank Xerox sales call sales coaching sales executives sales force sales managers sales strategy sales team salespeople salesperson Scott Paper Company SFA/CRM skills solutions Sony Corporation strategic orchestrator strategic sales training success supplier organization team selling three roles tion today's tomers understanding United Kingdom vice president vision Xerox Corporation United
مقاطع مشهورة
الصفحة 122 - An information extraction activity whose goal is to discover hidden facts contained in databases. Using a combination of machine learning, statistical analysis, modeling techniques, and database technology, data mining finds patterns and subtle relationships in data and infers rules that allow the prediction of future results.
الصفحة 147 - ... rather than first in size. Valuing quality above quantity, it has preferred to secure its business under certain salutary restrictions and limitations rather than to write a much larger business at the possible sacrifice of those valuable points which have made The Northwestern pre-eminently the policyowner's company.
الصفحة 26 - We aspire to deliver quality and excellence in all that we do We require premium return on assets...
الصفحة 26 - Customers To provide products and services of the highest quality and the greatest possible value to our customers, thereby gaining and holding their respect and loyalty.
الصفحة 57 - ... solution that meets each customer's needs. For most companies in most industries, the competitive necessity to understand and respond to the customer's more complex and strategic needs spells the end of the one-size-fits-all solution. In the past, the product was the solution; now, more often than not, the salesperson must create the solution from a mix of products and services. Usually, the solution represents either one of two options: 1. A customized version or application of a product and/or...
الصفحة 25 - We translate advanced technologies into value for our costumers as the world's largest information services company. Our professionals worldwide provide expertise within specific industries, consulting services, systems integration, and solution development and technical suport. PERKS Orientation; informational interviews with executives; employee discounts on IBM products; intramural softball and basketball leagues.
الصفحة 39 - Michael Porter, The Competitive Advantage of Nations (New York: The Free Press, 1990).
الصفحة 57 - The better a salesperson is at creatively marshaling all available resources to address a customer's strategic need, the stronger the customer relationship becomes. This ability to solve problems creatively is one of the characteristics of top salespeople at the leading sales organizations we studied. As a vice president at Scott Paper (United States) described them: "There's a creative energy around getting the answer.
الصفحة 53 - Three is a powerful tool for identifying and improving the activities that establish and strengthen profitable, long-term relationships between your organization and your customers. The knowledge, skills, and attitudes your salespeople use will determine the strength of the relationship between your two organizations. Sales executives in the leading sales organizations say that the critical skill salespeople need to develop long-term customer relationships is consultative selling.