ProActive Selling Control the Process— Win the Sale phần 1 ppsx
Report to the President of the Senate and , the Speaker of the House of Representatives_part1 doc
... 6:205 633 - 1,9 60 Total Ah $13.399 $266 2,7 71 -~__- Partners’ Caoital Maria tiouzikas 5 171 Liria V uzikas , ,, ,, , l^t”“ , .,, ,I,” f ,1 ,, *11 ,1 11. “1”. “1 _, “” l”ll_( _ l-__ ... General Accounting OffIce Washington, D.C. 20548 Comptroller General of the United States B-133046 February 8, 1988 To The President of the Senate and the Speaker of the House of Representatives ... United States General Accounting Office Report to the President of the Senate and , t the Speaker of the House of Representatives I Febhary 1988 FINANCIAL AUDIT Senate Building Beauty Shop...
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Report to the President of the Senate and , the Speaker of the House of Representatives_part2 pot
... Balmc @, June 3 0,1 986 $ 6,2 96 $ 6,2 96 $1 2,5 92 . . - __ __. . _ ._ .___ -_ __ _ .~. 3,9 91 3,9 90 7,9 81 1 0,2 87 1 0,2 86 2 0,5 73 .I_ -_ _ _ - ~~ ~- ~ _ ___. - _ 5,1 16 5,1 15 1 0,2 31 $ 5,1 71 ... for copies of GAO reports should be sent to: U.S. General Accounting Office Post Office Box 6016 Gaithersburg, Maryland 20877 Telephone 202-276-6241 The first five copies of each report are ... versionwww.adultpdf.com Notes to F’inatial Statements Note1 1. Significant Act 7 unting Policies Inventory is stated at cost, using the first-in, first-out method of valuation. Furniture, fixtures, and equipment...
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ProActive Selling Control the Process— Win the Sale William “Skip” Miller docx
... Be proactive and anticipate the next sales step.ã Motivate themselves to call successfully at all levels in the organization.ã Control the sales process. The salesperson who controls the sales ... thatthey are out of control of the sales process. Period. That’s worthsaying again. The number one reason a sale is lost is because the salesperson is not in control of the buy/sell process. Salespeoplewill ... Brad does what the senior vice president wants him todo, he loses control of the sale, which puts him at a disadvan-tage. Remember the Law of Sales Control. THE LAW OF SALES CONTROL The buyer is...
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Dust Explosions in the Process Industries Second Edition phần 1 doc
... increase rather than 22 Dust Explosions in the Process Industries 16 % of all the fatalities and 11 .2% of all the injuries, but only 3.2% of the material losses. The food and feed dust explosions ... and impact. 4 Dust Explosions in the Process Industries 3. Distributions of particle sizes and shapes in the dust, determining the specific surface area of the dust in the fully dispersed ... 24 Dust Explosions in the Process Industries Table 1. 6 ignition sources iln a total of 426 explosions, and in the explosions of various categories of dusts Dust explosions in F....
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ProActive Selling Control the Process— Win the Sale phần 1 ppsx
... had a good meeting today, would you agree?”2 ProActive Selling 13 134C 01. pgs 12 /11 /02 1: 13 PM Page 2 ProActive Selling Control the Process— Win the Sale William “Skip” MillerAMACOMAmerican Management ... 10 Applying the ProActive Selling Process 205 The Buy/Sell Process Reversed 205 The Languages 216 Chapter 11 Managing the ProActive Selling Process 2 21 Tool-Based Selling 2 21 Sales Reviews: The ... question. ProActive Selling Having the Right Tools at the Right Time 7 13 134C 01. pgs 12 /11 /02 1: 13 PM Page 7 The Two-Dimensional Process of Selling Most salespeople do not have a sales process. They...
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ProActive Selling Control the Process— Win the Sale phần 2 pdf
... But there’s more. There are threezones in the ProActive Matrix.AABACABBBBCBCCBCCC13134C 02. pgs 12/ 11/ 02 1:13 PM Page 26 Do Your Homework Before the Sale 23 not tell anyone what the salesperson ... take the future into account. It does13134C 02. pgs 12/ 11/ 02 1:13 PM Page 22 Do Your Homework Before the Sale 33e. all of them, are you kidding, that’s what I am therefor, to do what the customer ... or partner.13134C 02. pgs 12/ 11/ 02 1:13 PM Page 34 28 ProActive Selling The RedZone The RedZone is where the action is. This is where the key, largedeals are going to happen. Salespeople are typically...
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ProActive Selling Control the Process— Win the Sale phần 3 potx
... other fiduciary measurements.A vice president is chartered with the health of the business,50 ProActive Selling 131 34C 03. pgs 12/11/02 1: 13 PM Page 50 40 ProActive Selling You are placing the ... screeching halt?”Initiate 63 131 34C 03. pgs 12/11/02 1: 13 PM Page 63 There is a huge push in most sales organizations nowadays tocall higher in the organization. Call at the top, at the senior manage-ment ... candial the phone or go door to door. That’s easy. When I get46 ProActive Selling 131 34C 03. pgs 12/11/02 1: 13 PM Page 46 It all plays out from there. The great ideas get more budgetmoney, they...
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ProActive Selling Control the Process— Win the Sale phần 4 pot
... manager. At the vice president or CEO level,it is all about sales call control, and control of the call is at the be-ginning and the end: starting off the call in control and directing the prospect ... ortake the call the next time the salesperson calls because theyhave a need or they know what issue will be discussed and theywill not have to listen to a sales pitch . . . You get the point. ... implementing the overall goals of the initial call, orin simple terms, prospecting.Look at the three goals. They all seem very simple in theirown right, and they are. The sales novice can execute thesegoals...
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ProActive Selling Control the Process— Win the Sale phần 5 ppsx
... alternative in today’s market?”These are questions we hear all the time, and if they are of interest toyou, please call me back at 800 -55 5 -55 55, and we can provide you with fur-ther information or answer ... call to keep control every step of the way.96 ProActive Selling 13134C04.pgs 12/11/02 1:13 PM Page 96 Here is what ProActive sales education is. THE LAW OF PROACTIVE SALES EDUCATIONSales Education ... ofwhat the seller is offering.Educate the Customer Using Two-Way Learning 1 05 13134C 05. pgs 12/11/02 1:13 PM Page 1 05 they have these issues, these needs. There are Dragons drivingthese needs,...
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ProActive Selling Control the Process— Win the Sale phần 6 ppt
... listen. The ProActive way creates muchmore mutual involvement and is under the salesperson’s control. ProActive sales presentations should accomplish the following:ã In the beginning, the salesperson ... sense? Has the salesperson presented these steps to the prospect, and has the prospect agreed? Does the sales manager have any-thing to add to the steps the salesperson has proposed so the sales ... value.When does the salesperson think they are going to close this order, since it is on the sales forecast, and the sales manager wants to get this deal by the end of the quarter?Do the salesperson’s...
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ProActive Selling Control the Process— Win the Sale phần 7 ppt
... for the next step, and the buyer agrees. The salespersonleaves feeling very good believing he or she is in control. Theyare in control, but of the wrong process. They are in control of the selling ... what they need to know, you have lost control of the sale. To compound the problem, in the sales presentation the salesperson is proposing a next step. The buyer typically agreeswith the salesperson’s ... Page 149 • Make the translation of the buying and selling processesa mutual process with the salesperson playing the con-ductor. Control the process, win the deal. Since the ProActive sellprocess...
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ProActive Selling Control the Process— Win the Sale phần 8 docx
... amazement, the wife gave the salesperson the clothes she had on her arm, and then the salesperson proceeded to go to the back of the department where the dressing rooms were and hung up the clothes ... different. 180 ProActive Selling 13134C07.pgs 12/11/02 1:13 PM Page 180 Most prospects want control, so to take control away fromthem, and, in doing so, have them trust you with that control is the ... solution.What do you think these future benefits are? They are the hopes and dreams of the prospect.1 78 ProActive Selling 13134C07.pgs 12/11/02 1:13 PM Page 1 78 Chapter 8 JustifyNow the prospect has...
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ProActive Selling Control the Process— Win the Sale phần 9 docx
... a salesperson, since by definition,a maybe means the salesperson is not in control of the process.So how can a salesperson control the final step? Just like inall the other steps. Control the ... and worked the tools in ProActive Selling to keep in control of the buy/sell process. ProActive salespeople make sure they:1. Tell the buyers they did the right thing.2. Express to them how pleased ... amazing how they getgreedy at the end of the sale, think like a salesperson, and ask for the contract to be signed. It’s not about you; it’s about them;them, them, them. Stay in the prospect’s...
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ProActive Selling Control the Process— Win the Sale phần 10 ppt
... apply them to managing the ProActive Sales Process.Tool-Based Selling As you have read, ProActive Selling has 20 tools that salespeoplemust master. The truth is, as in most strategy-based sales ... ending phase of sales call, 115–116Feature/Benefit/Value Selling tool, 106 108 goal of, 105 , 108 and initial phase of sales call, 109 –112meaning of, 105 and middle phase of sales call, 112–114“so ... rank yoursales team. How have they done, R, and what do you want themManaging the ProActive Selling Process 22713134C11.pgs 12/11/02 1:14 PM Page 227 Chapter 11Managing the ProActive Selling...
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