Project-based Sales and Management - For Industrial Products

Author: Ding Xingliang
Publisher:
Publish Date: 2007-01-01
Features: The revenue contribution from the top 20% of customers demonstrates that large customers are crucial to the company's profitability. In reality, managing large customers is challenging due to their unique characteristics, requiring specific approaches. This book proposes systematic methods and operational guidelines for the sales of high-value products, covering the internal procurement process of customers, the project-based sales process, and the performance control system of project-based sales. Based on the author's systematic research on large customer sales issues, this book offers excellent practical value for large customer sales personnel and management.