Selling to Business: Key Principles and Concepts for Successfully Selling to Businesses

Dr. Gordon E. Whitehead

ISBN 10: 0984941010 / ISBN 13: 9780984941018

Published by Captus5, 2012

About this Item

80 pages. 9.00x6.00x0.19 inches. In Stock.

Seller Inventory # 0984941010

Bibliographic Details

• Title: Selling to Business: Key Principles and Concepts for Successfully Selling to Businesses
• Publisher: Captus5
• Publication Date: 2012
• Language: English
• ISBN 10: 0984941010
• ISBN 13: 9780984941018
• Binding: Paperback
• Condition: Brand New
• Weight: 0.17 kilograms

About this title

Synopsis

Use the power of sales to enhance your life and bring great products and services to your customers. Without formal training or experience you can learn to build a prospect list and conduct sales meetings that move people to take action. As a result, you will craft better value propositions, create win-win results, and foster life-long relationships. Your sales experience will be fun, entertaining, and rewarding. The book is organized by the three major activities in the general sales cycle: PROSPECTING, INTERVIEWING, and CLOSING. Within the PROSPECT phase you will identify contacts, conduct a pitch, and set appointments. The INTERVIEW is where you transfer knowledge and match features to needs creating benefit and a value proposition. The CLOSE phase is where you ask for the order and follow-up to provide great service, expand the relationship, and create opportunities for additional business. The book does not tell all there is to know about sales, and it is not about how to get rich quick in sales. The ultimate purpose of the book is to help those who want to get into sales understand how to approach the business of selling in a way that is value-driven.

About the Author

Dr. Gordon E. Whitehead is a leader with experience in business management, business development, information technology, and bringing new products to market. He graduated from George Fox University, a private liberal arts university in Newberg, Oregon, with a Doctorate in Management and as a Richter Scholar. His professional highlights include: United Sates Marine Corps Captain, Director of IT at Nike, Varsity Football Offensive Coordinator for a championship team, Head Varsity Girls Basketball Coach, and an Assistant Varsity Baseball Coach. He is an experienced business leader in technology, business development, and organizational management.