B2B Professional Sales: Theory, Process, Application, Tools

Download or read book B2B Professional Sales: Theory, Process, Application, Tools written by J. P. Amlin and published by . This book was released on 2016-10-10 with total page 712 pages. Available in PDF, EPUB and Kindle. Book excerpt: Who is this textbook for? The B2B Professional Sales textbook by JP Amlin is a comprehensive arsenal of tools to improve the skills of novice as well as experienced salespeople and sales managers alike. These tools are all nicely forged around a unique approach to matching the opportunity management process to the client's buying process. The use of this approach and the tools that support it will help sales professionals close more profitable deals, reduce stress in complex negotiations, and plan their day-to-day activities to ensure a successful career in sales. Why two volumes? The author wanted to give his readers the option to purchase either a softcover or hardcover version of the textbook. The print-on-demand (POD) hardcover book services have a maximum of 550 pages per book; therefore, the original B2B Professional Sales textbook was split into two volumes. Each volume is purchased separately. The content of the softcover and hardcover editions are the same, except the hardcover content is split between volumes 1 and 2. The content of each volume is listed below: VOLUME 1 Content Section One: Sales Fundamentals Chapter 1: Understanding the Role of Marketing and Sales Chapter 2: Value Drivers Chapter 3: Account Corporate Profile Chapter 4: Opportunities Management Chapter 5: Communication Skills Chapter 6: Sales Activities Section Two: Consultative Selling Skills Chapter 7: Sales Call Skills Chapter 8: Handling Customer Objections VOLUME 2 Content Section Three: Selling in Competitive Markets Chapter 9: Strategic Sales Plan Chapter 10: Competitive Bidding Chapter 11: Pricing for Bidding Chapter 12: Collaborative Negotiations Section Four: Putting It All Together Chapter 13: Pipeline Management Chapter 14: Relationship Profiling Chapter 15: Account and Territory Plans Supporting Materials People purchasing the textbook are invited to download a free copy of the entire textbook in color PDF format from http://b2bprosales.com/txtbook_2021 and the complementary resources folder from http://www.b2bprofessionalsales.com/textbook/#textbook