BUILDING A SUCCESSFUL SELLING ORGANIZATION: The Critical Path to Extraordinary Results - Softcover

Wilson, Art

Softcover

ISBN 10: 0595361633 ISBN 13: 9780595361632

Verlag: iUniverse, 2005

Inhaltsangabe

In Building a Successful Selling Organization, Art Wilson draws upon his three decades of experience as one of IBM's top sales leaders and as counsel to Fortune 500 sales executives to create a proven blueprint for building successful, profitable customer relationships. Written specifically for the chief sales officer and the leadership of the entire customer-facing organization, this book documents tested best practices among leading sales organizations and incorporates them into practical ways to implement high-performance, customer-centric sales strategies. After sharpening and honing the skills of thousands of sales teams challenged by demanding corporate customers, Wilson distills the lessons of goal-driven sales leadership into this one compact volume. Citing real-world examples, Wilson shares a disciplined, how-to sales process that empowers a sales leader to transform good sales teams into those that demonstrate sales excellence and extraordinary results. Use the five-level Sales Agenda Model to design, deploy, develop, and support a selling organization. Implement the Account Management Execution Model to improve strategic account management, ensure client alignment, and deliver convincing client value. Sales leaders who adopt the strategies presented in Building a Successful Sales Organization possess the secrets of building, organizing, and managing effective selling teams that consistently deliver predictable, sustainable, superior results.

Details zur Ausgabe

• Verlag: iUniverse
• Erscheinungsdatum: 2005
• Sprache: Englisch
• ISBN 10: 0595361633
• ISBN 13: 9780595361632
• Einband: Taschenbuch
• Anzahl der Seiten: 236
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: KreGa Onlinehandel GmbH; 4950000000000; info@krega-onlinehandel.de; ; Birkenweg 31; Brakel; 33034; Deutschland