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Harvard Business Review

How to Sell More

Over the last decade, technology has dramatically changed the role of salespeople at companies of all sizes. But one crucial fact remains: Sales is the most vital function of every business. In How to Sell More, the editors of Harvard Business Review have gathered advice from some of the world’s top business professors, consultants, trainers, and sales managers. In these collected essays, you’ll learn how to:• Effectively recruit, train, manage, and support these key employees• Use smart pricing, promotions, and incentives to make your sales team more successful• Avoid the biggest mistakes entrepreneurs make when pursuing their first sales• Master the daily challenges of selling, from planning a sales call to handling a potential customer’s toughest questionsMore than most workers, salespeople perform in a field where success is easily measured: How much did you sell today, this week, this quarter? If you’re looking for ways to bump up those numbers, this book offers you valuable insights and practical tools. HBR Singles provide brief yet potent business ideas, in digital form, for today's thinking professional.
85 паперових сторінок
Дата публікації оригіналу
2013
Видавництво
Harvard Business Review Press

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    Jesus Alberto Morin Guereroцитує3 місяці тому
    And how should salespeople attack the daily tasks of their profession, from planning a sales call to handling a potential customer’s toughest questions?
    b3469621121цитує6 місяців тому
    In this situation, focusing on product features in the sales meeting is a waste of everyone’s time. In fact, there is plenty of evidence that high-performing salespeople are those who listen and respond, who are flexible, and who think in terms of developing a solution to an emerging customer problem
    Soliloquios Literariosцитує8 місяців тому
    As Peter Drucker wrote: “The aim of marketing is to make selling superfluous . . . to know and understand the customer so well that the product or service fits him and sells itself.”

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