Project-based Sales and Management

Author: Ding Xingliang
Publisher:
Publish Date: 2007-01-01
Features: 20% of the large clients contribute to 80% of the revenue, which shows that large clients are crucial to the company's profitability. In reality, handling large client business is very challenging due to its unique characteristics, requiring specific skills. This book proposes systematic methods and operational guidelines for project-based sales and management in the high-value product industry, including customer internal procurement processes, project-based sales processes, and project-based sales closing control systems. This book is written based on the author's systematic research on large client sales issues and offers excellent practical value for large client sales and management personnel.