Getting to "closed" /
Збережено в:
| Автор: | |
|---|---|
| Формат: | Книга |
| Мова: | English |
| Опубліковано: |
Chicago :
Dearborn Trade,
c2002.
|
| Предмети: | |
| Онлайн доступ: | Publisher description Contributor biographical information |
Зміст:
- Introduction: How This System Came About
- Pt. 1. The Fundamentals
- 1. What You're Holding in Your Hands Increases Sales
- 2. 15, 7, and 1 (And Other Useful Insights on the Sales Process)
- 3. Mastering the Sales Process
- 4. Common Questions about the Sales Process
- 5. Monitoring Your Numbers
- Pt. 2. Learning the System
- 6. Don't Wait for No
- 7. The Opportunity Column
- 8. The Closed Column
- 9. The First Appointment Column
- 10. The 50 Percent Column
- 11. The 90 Percent Column
- 12. The 25 Percent Column
- 13. Reinforcing the Categories
- 14. Tracking Changes in Your Board over Time
- 15. Common Questions about the Prospect Management System
- Pt. 3. Getting Up and Running
- 16. The Art of the Board Review
- 17. Using Team Selling to Rescue Lost Sales
- 18. Forecasting
- 19. Case Study: Increasing Revenue with the Prospect Management System
- 20. Ten Principles for Sales Success
- App. A. Your Monday Morning Sales Meeting.
- App. B. Board Ranking/Questions Tool
- App. C. Contact Categorization Exercise
- App. D. Sales Scenarios
- App. E. The Prospect Board and Time Management.