销售大赛

出版时间：2005-12  出版社：John Wiley & Sons Inc  作者：Blake, Tom/ Hodson, Tom/ Enrico, Tony  页数：249  

内容概要

If the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and salespeople have become embarrassed by their roles. Reversing this trend means adopting a new mindset, different processes, and fresh disciplines. In Championship Selling, three of North America’s most respected sales leaders offer a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative techniques and tools for establishing mutually productive relationships with customers.     Most selling today is the same as it has always been — transactional. That is, the salesperson tries everything to get a foot in the door, follow their own agenda, close the deal and move on. However, transformational selling focuses on listening to, and working with, the customer to build enduring relationships that are valuable to both parties, and last far beyond the first transaction. Championship Selling portrays sales as a complex, vital, ongoing process, and outlines techniques and exercises to help salespeople, and their companies, evolve from a transactional mentality to a transformational one, for better long-term results.

作者简介

Tom Blake: Founder, President & CEO of Optimé International, Tom Blake has nearly three decades of experience in leadership, development and sales, including 18 years with Procter & Gamble. Tom’s blend of candor, enthusiasm and inspiration has helped nu

书籍目录

AcknowledgementsIntroductionPART ONE  The Sales Revolution  1.Embracing the Shift    The Sales Function: Moving to the Fore  2.Making the Connection    The Aspiring Sales Champion      Could I Get Some Training Here?      So How Am I Doing?    The Sales Transformation  3.Changing the Focus    The Championship Organization: Becoming--and    Staying--Customer-Centric    Moving Beyond Product-Centricity      Leveraging the Entire Team    Creating Value through Sales Champions      Stoking the Fire  4.Building the Structure    The Traditional Organizational Structure      Functional Efficiency      The Creation of Customer Value  5.Unleashing the Power    The Power of Customer Orientation    The Championship Effect    Championship Relationships    Toward ExecutionPART TWO  The Performance Pyramid  6.Perspective: Embedding Championship DNA    The Championship Mindset      Attitude      Emotional Intelligence      Belief Systems      The Five-Point Championship Perspective    Climbing the Pyramid    10 Questions for Reflection: Perspective  7.Playing Catch: The Heart of Championship Selling    Pitching    ……  8.Preparation: Developing a Plan for Strategic Customer Management.   9.Cresting the Performance  Pyramid: Process and Presenting.  10.Seizing the Challenge.