- Covers the latest techniques in CRM, key account management, SPIN selling, and relationship selling. Also deals with how to improve key selling skills such as prospecting, identifying qualified prospects, and the art of the close
- Case studies from Dyson, the Japanese car market, and Sotheby's
- Includes a comprehensive resource guide, key concepts and thinkers, a 10–step action plan, and a section of FAQs
What is Sales?
Evolution of Sales.
The Global Dimension.
The State of the Art.
In Practice - Sales Success Stories.
Key Concepts and Thinkers.
Ten Steps to Making Sales Work.
Frequently Asked Questions.