Selling in the New World of Business 1st Edition by Robert E Stevens, David L Loudon, Bob Kimball, Jerold Hall ISBN 0789022729 978-0789022721

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Product details: 

ISBN 10: 0789022729 

ISBN 13: 978-0789022721

Author: Robert E Stevens, David L Loudon, Bob Kimball, Jerold Hall

Doing business the old-fashioned way is a thing of the past Selling in the New World of Business presents a practical look at how technology has changed the way we sell and the changes an outside sales professional has to make to stay on top. Written in a straightforward style with a touch of humor, the book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today’s highly competitive business environment. This insightful book shows you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and how to negotiate a sales relationship that works instead of just haggling over terms and conditions. As they swap e-mails with prospective business partners, file reports electronically, master the fundamentals of Power Point, and browse Web sites that offer guidance on everything from selling tips to stock market tips, most professional salespeople will tell you that the essence of selling really hasn’t changed-selling is selling. But Selling in the New World of Business details how (and why) every aspect of the process of selling has been affected by the revolution in technology and explains why (and how) every sales professional must adapt. The book presents plans to develop skills for prospect-focused presentations and strategies for negotiating profitable sales and includes action plan assessments, practice examples, hypothetical dialogues, and innovative applications of technology. Selling in the New World of Business also presents key concepts for building a foundation of business strategies and tactics, including: The New Age Willy Loman Everything’s the Same, Only Different Being a Supplier or Being a Partner Know What You Need to Know and Where to Get It Evaluate Your Company and the Company You Keep Selling in the New World of Business is an invaluable tool for sales professionals and academics working in business-related fields., Doing business the old-fashioned way is a thing of the past! Selling in the New World of Business presents a practical look at how technology has changed the way we sell and the changes an outside sales professional has to make to stay on top. Written in a straightforward style with a touch of humor, the book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today’s highly competitive business environment. This insightful book shows you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and how to negotiate a sales relationship that works instead of just haggling over terms and conditions. As they swap e-mails with prospective business partners, file reports electronically, master the fundamentals of Power Point, and browse Web sites that offer guidance on everything from selling tips to stock market tips, most professional salespeople will tell you that the essence of selling really hasn’t changed-selling is selling. But Selling in the New World of Business details how (and why) every aspect of the process of selling has been affected by the revolution in technology and explains why (and how) every sales professional must adapt. The book presents plans to develop skills for prospect-focused presentations and strategies for negotiating profitable sales and includes action plan assessments, practice examples, hypothetical dialogues, and innovative applications of technology. Selling in the New World of Business also presents key concepts for building a foundation of business strategies and tactics, including: The New Age Willy Loman Everything’s the Same, Only Different Being a Supplier or Being a Partner Know What You Need to Know and Where to Get It Evaluate Your Company and the Company You Keep Selling in the New World of Business is an invaluable tool for sales professionals and academics working in business-related fields.

Table of contents: 

Chapter 1. Building Your Foundation

• Concept 1: The New Age Willy Loman

• Concept 2: Everything Is the Same, Only Different

• Concept 3: Being a Supplier, or Being a Partner

• Concept 4: Know What You Need to Know and Where to Get It

• Concept 5: Evaluate Your Company and the Company You Keep

• Conclusion

Chapter 2. Yesterday’s Good Habits Are Today’s Time Wasters: Time and Territory Management

• Concept 1: Some Things Never Change

• Concept 2: Carefully Assess What You’re Doing Now and How You’re Doing It

• Concept 3: Running with Technology or Running in Place

• Concept 4: The Dynamic Day — Getting Twice As Much Done in Half the Time

• Concept 5: What’s for Lunch and Dinner? New Perspectives on Wining and Dining

• Conclusion

Chapter 3. Prerequisites to Getting in the Game: Effective Personal and Professional Communication

• Concept 1: Establish a Solid Foundation of Effective Communication Basics

• Concept 2: Relationships Are the Key to Success in Selling

• Concept 3: Nonverbals Speak More Loudly Than Words

• Concept 4: Emerging Issues for Communicating in the New World of Business

• Conclusion

Chapter 4. Networking and Prospecting: Developing Professional Relationships and Strategic Alliances

• Concept 1: Prospecting Is Still Your Most Important Activity

• Concept 2: The Old Watering Holes Just Ain’t What They Used To Be

• Concept 3: New Perspectives on Networking and Prospecting

• Concept 4: Getting the Appointment: Convincing Prospects to See You in Person

• Conclusion

Chapter 5. The Professional Presentation: Making It Effective

• Concept 1: Be Prepared

• Concept 2: Set the Agenda

• Concept 3: Don’t Present to Prospects — Get Them to Present to You

• Concept 4: Use Technology to Enhance Your Performance

• Concept 5: The Close Is Just the Beginning, Not the End

• Conclusion

Chapter 6. Objections Have Not Gone Out of Style: Dealing with Objections, Barriers, and Other Impediments

• Concept 1: Listen, Ask Questions, and Listen Some More

• Concept 2: Unearth and Handle all Visceral Objections First

• Concept 3: Close on Every Content-Based Objection

• Concept 4: After Dealing With the Objection, Get Back in Step

• Conclusion

Chapter 7. Closing Is Not the Final Chapter: Achieving Agreement in Principle

• Concept 1: Master the Basic Closing Skills and Techniques

• Concept 2: Closing on Relationship

• Concept 3: What Motivates Prospects to Buy

• Concept 4: Provide a Compelling Reason for Prospects to Act Now

• Conclusion

Chapter 8. Negotiating the Partnership: Reaching Agreement on Points, Terms, and Conditions

• Concept 1: The Essence of Power and Leverage

• Concept 2: Tools of the Trade — Tactics and Countermeasures

• Concept 3: A Strategic Approach to Negotiation

• Concept 4: Innovative Approaches for the New World of Business

• Conclusion

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Tags: Robert E Stevens, David L Loudon, Bob Kimball, Jerold Hall, the New World