This book inventories the selling process in all operations and the influences on the operations. It is a process control approach.
Some of the aspects are described in detail as are selling knowledge & skill, susceptibility of potential customers, loyalty of existing customers and the base features on which business is done. The preselling activities are described separately (as are marketing campaigns, fair participation, quotations) and rules for the used forms are explained. The first order execution and delivering is very important and a potential customer becomes a customer if a second order is released after having inspected the first order.
In the attachments, more attention is paid to pricing and fair participation. And a list of interesting websites is shown.
It is very interesting for top management, financial manager. It will be a necessary reading for commercial / marketing / sales manager and quality department.
PDF-format / 169 pages / 1 Mb
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