Industrial Product Direct Sales Professional Handbook

Author: Huang Rui
Publisher:
Publish Date: 2004-08-01
Features: This book is characterized by drawing on the real operations of industrial product direct sales in Fortune 500 companies. It is highly targeted, focusing solely on the field of industrial product direct sales. It is a completely practical manual, providing a full set of operational procedures for industrial product direct sales, various documents and forms for direct sales management, etc. It is highly practical and can be directly used as corporate training materials or onboarding guides. The content is comprehensive, covering all aspects of industrial product direct sales from the perspective of cultivating excellent direct sales personnel, while emphasizing in-depth discussions on details. It provides detailed guidance on key bidding operations in industrial product direct sales, including basic knowledge of bidding, the entire process and techniques of bidding, and sample bidding documents (which include bid document formats). It is a directive operational manual, primarily focused on skill transfer with supplementary theoretical explanations, aiming for clear structure and concise language.
This book draws on the real-world operational experience of industrial product direct sales in Fortune 500 companies, providing a comprehensive introduction to the practical operations of industrial product sales. The content covers: the professional qualities and behavioral norms of sales personnel, sales processes and process management, professional sales techniques, bidding operations, customer relationship management, and provides various documents and forms for direct sales management (such as sample bidding documents). This book can be used as: corporate training materials or onboarding guides. A recommended reading for industrial product sales personnel. A reference book for marketing professionals.