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Chapter 4: Leveraging Technologies For Sales Success
Figure 4.1:
Technologies Offered by Companies to Support the Sales Organization
Figure 4.2:
Benefits of Sales Technologies
Chapter 5: Adopting a Consultative Selling Approach
Figure 5.1:
Sales Impact Ladder
Figure 5.2:
How Sales Impact Ladder Aligns with Customer Decision-Making Process
Figure 5.3:
Consultative Sales Process
Figure 5.4:
Dissecting the Analyze Phase
Chapter 6: Reskilling the Sales Force
Figure 6.1:
How a Learner Might Move through the Learning Formula Phases
Chapter 7: Redefining Sales Management
Figure 7.1:
Weekly Hours Sales Managers Spend Coaching
Figure 7.2:
Frequency of Sales Managers Going on Ride Alongs
Figure 7.3:
Managerial Administrative Duties
Chapter 9: Customers’ Demands For More—Buying Behaviors and Attitudes
Figure 9.1:
Motivating Factors for Buying New Technology
Figure 9.2:
Breakdown of IT Purchases by Channel
Figure 9.3:
Customers’ Buying Practices
Figure 9.4:
Vendor Characteristics Valued by Customers
Figure 9.5:
Salesperson’s Role as a Trusted Advisor
Figure 9.6:
Salesperson Characteristics Affecting Customer Decision to Purchase
Figure 9.7:
Salesperson Characteristics as Ranked by Telecommunications Customers
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Strategies That Win Sales: Best Practices of the Worlds Leading Organizations
ISBN: 0793188601
EAN: 2147483647
Year: 2003
Pages: 98
Authors:
Mark Marone
,
Seleste Lunsford
BUY ON AMAZON
Agile Project Management: Creating Innovative Products (2nd Edition)
Herman and Maya
Judgment Required
Practice: Project Data Sheet
Practice: Process and Practice Tailoring
Practice: Performance Requirements Cards
SQL Hacks
Hack 13. Choose the Right Join Style for Your Relationships
Hack 45. Process Web Server Logs
Hack 50. Combine Tables Containing Different Data
Hack 82. Generate Sequential or Missing Data
Hack 97. Allow an Anonymous Account
Making Sense of Change Management: A Complete Guide to the Models, Tools and Techniques of Organizational Change
Part I - The Underpinning Theory
Team change
Leading change
Part II - The Applications
Cultural change
MySQL Cookbook
Selecting Tabular or Tab-Delimited Query Output Format
Finding Dates for Days of the Current Week
Using Patterns to Match Email Addresses and URLs
Using Transactions in Java Programs
Using MySQL for Session BackingStore with Tomcat
Extending and Embedding PHP
The return_value Variable
Summary
Autoconf
Setting Up a Host Environment
Linked Lists
MPLS Configuration on Cisco IOS Software
Unicast IP Forwarding in Traditional IP Networks
Overview of MPLS Forwarding
OSPF PE-CE Routing Protocol Overview, Configuration and Verification
Deployment Scenarios with CSC Architecture
MPLS TE Theory
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