The Selling Edge: Winning over Today's Business Customers - Hardcover

Levokove, Michael; Levokove, Celeste

Hardcover

ISBN 10: 0944435211 ISBN 13: 9780944435212

Publisher: Glenbridge Pub Ltd, 1993

Synopsis

The Selling Edge explores the changing business environment and identifies the tools and techniques required to make your salespeople more efficient, more responsive, and, as a result, more successful in this highly competitive sales environment. It focuses on business-to-business selling and takes a comprehensive look at top performing salespeople, identifying the methods and procedures that have made them successful. This book breaks new ground by concentrating on challenges facing the sales manager, detailing the steps to be taken to develop a high-performance sales organization, and recognizing the pitfalls to be avoided. With the downsizing of corporate America, business customers have no time to waste. Many businesses are being called upon to do more with less. They expect sales organizations to answer their needs in a fast and efficient manner. Companies will not accept delays in responding to their questions, nor will they accept proposals that focus on product features rather than on solutions to their business problems. With increased competition, sales organizations must work longer and harder to maintain and increase their sales. Top management of any succcessful corporation also must understand the problems of sales, and good sales managers must know how to work with and obtain the best results from their sales team. Levokove shows how to build and maintain a highly motivated sales organization.

About this title

From the Publisher:

Selection-Book of the Month Club, Fortune Book Club

About the Author:

Michael Levokove has over thirty years of selling, marketing, and senior management experience. He served as general manager of a division of General Instrument, taking the division from no sales to $14 million in two years, and also served as Vice President of Sales and Marketing for Teletype, a $400 million dollar subsidiary of At&T in Illinois. He is presently a consultant in sales and marketing, working with companies to formulate business plans and marketing strategies.

About this edition

• Publisher: Glenbridge Pub Ltd
• Publication date: 1993
• ISBN 10: 0944435211
• ISBN 13: 9780944435212
• Binding: Hardcover
• Number of pages: 198