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Complex Sales. Sales 12.04. Express Exec

  • ID: 2240290
  • Book
  • February 2003
  • Region: Global
  • 118 Pages
  • John Wiley and Sons Ltd
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  • Fast–track route to beating the competition and successfully closing complex sales.
  • Covers getting to grips with the technical and commercial risks that make up complex selling, understanding the needs of the buyer, effectively managing the time and resource spent in carrying out a complex sale, and implementing a successful sales campaign
  • Features a worked example of a team–built sales campaign plan
  • Includes a comprehensive resource guide, key concepts and thinkers, a 10–step action plan to winning complex sales, and a section of FAQs
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Introduction to ExpressExec.

Introduction to Complex Sales.

What is Meant by Complex Sales?

The Evolution of Complex Sales.

The E–Dimension of Complex Sales.

The Global Dimension of Complex Sales.

The State of the Art – Winning Complex Sales Campaigns.

Complex Sales in Practice – Qualifying the Prospect.

Key Concepts and Thinkers.

Resources.

Ten Steps to Winning Complex Sales Through People.

Frequently Asked Questions.

Index.

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Ken Langdon
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