Target opportunity selling : top sales performers reveal what really works / Nicholas A.C. Read.--
Material type:
TextPublisher: New York : McGraw-Hill Education, [2014]Copyright date: ©2014Description: xii, 316 pages : illustrations ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9780071773072 (hardback : alk. paper); 007177307XSubject(s): Selling | Sales management | Marketing | BUSINESS & ECONOMICS / Sales & SellingDDC classification: 658.85 LOC classification: HF5438.25 | .R43 2014Other classification: BUS058000 Online resources: Publisher description | Contributor biographical information Summary: "A game-changing sales model that targets opportunities in every stage of today's long-lead saleTarget Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world. Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale.Nicholas A.C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed "the business world's own Oscars" by the New York Post"-- Provided by publisher.
| Item type | Current location | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
Books
|
College Learning Resource Center General Circulation | HF5438.25 R43 2014 (Browse shelf) | 1 | Available | CL12218 |
Browsing College Learning Resource Center shelves, Shelving location: General Circulation Close shelf browser
| No cover image available | No cover image available | No cover image available |
|
|
|
|
||
| HF 5429 B45 1992 Retail management : a strategic approach / | HF 5429 B45 1992 Retail management : a strategic approach / | HF5429 P55 2021 Retail recovery: how creative retailers are winning in their post-apocalyptic world / | HF5438.25 R43 2014 Target opportunity selling : top sales performers reveal what really works / | HF5438.4 B53 2016 The hybrid sales channel : how to ignite growth by bridging the gap between direct and indirect sales / | HF 5438.4 H298 2011 Sales and distribution management : text and cases / | HF 5438.4 H298 2012 Sales and distribution management : text and cases / |
"A game-changing sales model that targets opportunities in every stage of today's long-lead saleTarget Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world. Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale.Nicholas A.C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed "the business world's own Oscars" by the New York Post"-- Provided by publisher.
There are no comments on this title.