| Document Type
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BL
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| Record Number
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962744
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| Doc. No
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b717114
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| Main Entry
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Page, Rick,1947-2013.
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| Title & Author
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Make winning a habit /\ by Rick Page.
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| Publication Statement
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New York :: McGraw-Hill,, ©2006.
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| Page. NO
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1 online resource (xx, 268 pages) :: illustrations
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| ISBN
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0071465022
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: 007148292X
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: 0071487123
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: 0071487409
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: 1429404965
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: 661054848X
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: 9780071465021
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: 9780071482929
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: 9780071487122
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: 9780071487405
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: 9781429404969
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: 9786610548484
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| Bibliographies/Indexes
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Includes bibliographical references (pages 258-259) and index.
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| Contents
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Introduction; Section I: Biggest Problems, Best Practices; Chapter 1: Managers, Tell Me Where It Hurts; How Good Do We Need to Be? How Good Is Good?; The Deadly Dozen: The 12 Biggest Pains Sales Managers Feel Today; So What Are the Answers?; Chapter 2: Pathway to Perpetual Advantage; "Without Vision, the People Perish"; Buying Time for Change-Setting Management Expectations; Setting Priorities; Eight Steps to Sales Transformation; Chapter 3: Defining the Scorecard; Introduction to Sales Effectiveness Best Practices: The Five T's of Transformation; Four Levels of Sales Strategy.
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Determine the Decision-Making ProcessSell to Power; Develop and Communicate the Plan; Bibliography; The Complex Sale, Inc.; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W.
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Sales Effectiveness ScorecardSection II: Talent; Chapter 4: Talent; Planning for Failure; Hire Ahead to Get Ahead; Written Profiles-Sight Picture of Success; Cost of a Bad Hire; Page's 10 P's Profile of Successful Hiring; Talent Scorecard; Section III: Technique; Chapter 5: Technique; R.A.D.A.R.[sup(®)]: The Six P's of Opportunity Management-Summary; T.E.A.M.: The Eight "Ates" of Managing Strategic Accounts; Refinements and Advancements; Defining Your Best Practices Sales Cycle; Forecasting Is Now Strategic; Technique Scorecard; Section IV: Teamwork; Chapter 6: Teamwork; Team Selling.
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Section VI: TrustChapter 8: Trust; It Starts with the Heart; Trust Scorecard; Section VII: Transformation; Chapter 9: Transformation-Making It Stick; How Salespeople Learn: C.A.S.H. Learning Model; Making It Stick; On to the Fourth Generation: Perpetual Advantage; What about Motivation?; Perpetual Advantage Competetive Cycle Speed-Get Ahead and Stay Ahead; Summary: Trail Map to Transformation; Transformation Scorecard; Appendix-Review; R.A.D.A.R.[sup(®)] Six P's of Winning a Complex Sale; Link Solutions to Pain; Qualify the Prospect; Build Competitive Preference.
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Strategy Sessions-When Do You Want the Bad News? Who Do You Want It From?Teamwork Scorecard; Section V: Technology; Chapter 7: Technology; CRM-Relationships, Where Art Thou?; CRM: Cost-Reduction Management; Field Sales Forces Served Last; Tools for the Individual Salesperson; Technology-Assisted Opportunity Coaching; Stop Flogging the Forecast-Start Coaching to Win; Pipeline versus Forecast; Competetive Intelligence Technologies; Tools for Account Management; New Research Tools; Obstacles to Effective Account Management; Closing the Gap between Marketing and Sales; Technology Scorecard.
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| Abstract
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Identifying five universal areas of sales effectiveness; this practical; hands-on book presents more than 20 best practices from top sales organizations around the world and shows readers how to turn them into winning results. --
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| Subject
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Customer relations.
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Sales management.
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Sales personnel-- Training of.
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Selling.
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BUSINESS ECONOMICS-- Distribution.
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BUSINESS ECONOMICS-- Marketing-- General.
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Customer relations.
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Sales management.
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Sales personnel-- Training of.
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| Subject
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Selling.
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| Dewey Classification
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658.8
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| LC Classification
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HF5438.4.P33 2006
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