ProActive Selling Control the Process— Win the Sale phần 2 pdf

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Ngày tải lên: 21/01/2014, 08:20

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Ngày tải lên: 12/06/2014, 11:19

... amplifier). The contents of the control loop is the subject of the remaining chapters of Part I. Chapter 3 The State of the Motor Control Industry 11 The industry has devised several interesting ... disturbances will combine in the worse possible way, the way that causes the most error. Find the set of feedback gains that will minimize the maxim...

Ngày tải lên: 27/06/2014, 18:20

... 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 ... that they are out of control of the sales process. Period. That’s worth saying again. The number one reason a sale is lost is because the salesperson is not in control of...

Ngày tải lên: 28/06/2014, 22:20

... injected into the ductlpipe simultaneously with the valve being closed, to obtain additional protection Dust explosions: an overview 7 1 On the other hand, maintaining the powdeddust in ... typically in the range 5- 12 bar(g) (see the Appendix, Table Al). 86 Dust Explosions in the Process Industries 1.4.6 EXPLOSION VENTING 1.4.6.1 What is expl...

Ngày tải lên: 08/08/2014, 13:20

... 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” Miller AMACOM American Management ... 10 Applying the ProActive Selling Process 205 The Buy/Sell Process Reversed 205 The Languages 216 Chapter 11 Managing the ProActive Selling...

Ngày tải lên: 10/08/2014, 07:21

... But there’s more. There are three zones in the ProActive Matrix. AA BA CA BB BB CB CC BC CC 13134C 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 does 13134C 02. pgs 12/ 11/ 02 1:13 PM Page 22 Do Your Homework Before the Sale 33 e. all of them, are you kidding, that’s wh...

Ngày tải lên: 10/08/2014, 07:21

... 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 to call higher in the organization. Call at...

Ngày tải lên: 10/08/2014, 07:21

... 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 ... or take the call the next time the salesperson calls because they have a need or they know what issue will be discussed and they will not have to listen to a sales pitc...

Ngày tải lên: 10/08/2014, 07:21

... alternative in today’s market?” These are questions we hear all the time, and if they are of interest to you, 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 PROACTI...

Ngày tải lên: 10/08/2014, 07:21

... listen. The ProActive way creates much more 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 sal...

Ngày tải lên: 10/08/2014, 07:21

... for the next step, and the buyer agrees. The salesperson leaves feeling very good believing he or she is in control. They are 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...

Ngày tải lên: 10/08/2014, 07:21

... 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 from them, and, in doing so, have them tru...

Ngày tải lên: 10/08/2014, 07:21

... 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 in all 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 th...

Ngày tải lên: 10/08/2014, 07:21

... apply them to managing the ProActive Sales Process. Tool-Based Selling As you have read, ProActive Selling has 20 tools that salespeople must master. The truth is, as in most strategy-based sales ... ending phase of sales call, 115–116 Feature/Benefit/Value Selling tool, 106 108 goal of, 105 , 108 and initial phase of sales call, 109 –112 meaning of, 105 and middle phase...

Ngày tải lên: 10/08/2014, 07:21