Selling Industrial Products
Selling process can be divided in 3 phases: “preparing for selling”, “becoming a supplier” and “being a supplier”. The complete process will be described in 3 books that can only be purchased together.
Part 1 book describes the target of selling and the selling process. The selling process is explained by its different steps and for each step, the influences are indicated. Influencing that have to be controlled. Before any selling action, it is required to evaluate its own company and realize the strength and weakness.
The markets are investigated in the location and for the products that are taken in account. It is required to inventory the market features. Selecting the market to penetrate is done by comparing the company strength with the markets involved. Next the available tools are given and a “preparing for selling” plan is proposed, with the required details. In the attachments, a large amount of interesting websites is shown and the price (cost price and selling price) is explained more in detail.
Part 2 book about “Becoming a supplier” describes the target of selling and the “becoming a supplier process. The process is explained by its different steps and for each step, the influences are indicated. Influencing that have to be controlled. The different possibilities of contacting a potential customer are explained, the fair participation is given extra attention as well as the quotation. The first order must run properly because it is prove of all the things you promised to the potential customer. The evaluation of this phase of the process will convince you that you have a new customer when you get a second order. In the attachments, special attention is paid to selling to a C-level manager, how to prepare and experience first meetings and which negotiations types can be practical.
Part 3 book about “Being a supplier” describes the target of keeping your customers and the “being a supplier” process. The process is explained by its different steps and for each step, the influences are indicated. Influencing that have to be controlled. The different types of customers are discussed as well how to organize your sales department (concerning structure, team, budget and evaluation) for the best performance. The potential relations between customers and suppliers is described, also taken in account to make rules about complaints and assuring that management knows about potential and real problems. As a supplier, the future of your company must also be safe. The result of the company and market image as well as financial problems have to be taken in account. The customers are a real value of the suppliers company. In the attachments, special attention is paid to cultural differences and payment conditions.
This book is a must for general management and sales department leaders and salesmen.
PDF-format / Part 1: 117 pages / 10,8 Mb; Part 2:154 pages / 1,5 Mb; Part 3: 68 pages / 0,6 Mb.
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