Selling is something everyone has to face: Everyone has to face it

Author: Fan Yunfeng
Publisher:
Publish Date: 2004-01-01
Features: With the advent of economic globalization, competition among enterprises has become increasingly fierce. Those who can acquire customers faster, more promptly, and more sustainably will successfully sell their products and maintain an invincible position. Standing at the forefront of corporate competition, sales personnel who undertake and fulfill this important mission become the most valuable asset and competitive edge for the enterprise. Recruiting, selecting, training, managing, and improving sales personnel thus become the top priority of business management.
With over a decade of theoretical expertise in sales and marketing education at universities, the author of this book has compiled the experiences and lessons learned from numerous enterprises in recruiting and training sales personnel. They have summarized their own insights and experiences in sales, conducted in-depth communication with marketing students, teachers, and industry experts, especially through over a thousand "apprenticeship consultations" with frontline sales personnel. After five revisions, this book has finally been completed. It covers topics such as understanding sales, self-promotion, preparing for sales, identifying target customers, strategically approaching clients, on-site demonstrations, sales negotiations, closing deals and follow-up, the selection and training of sales personnel, compensation and incentives, daily management and control, as well as performance evaluation.