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_ Know the Products
_ Know the Competitors_
_ Know the Customers
_ An Insatiable Desire to Obtain Orders
_ Empathy
_ Avoid High-Pressure Tactics
_ Send Out the Right Signals
_ Whether or Not to Bid_
_ Game Plans for Large Projects
_ Inquiries and Quotations
_ Maintain and Use Sales Kits
_ New Products or Customers
_ Sell to Other Divisions in the Company
_ Make Appointments
_ Keep Customer Records
_ Early Meetings with Customers
_ Telephone Calls
_ Do Not Play Games
_ Do Not Make Enemies
_ Always Keep Promises
_ Do Not Take Customers for Granted
_ Know the Industry
_ Sell In-Depth
_ Do Not Overlook Consultants
_ Business Attire
_ Entertain Customers
_ Get Along with Colleagues
_ The Initial Response Can Be Decisive
_ Identify the Real Decision Makers
_ Sales Presentations
_ Demonstrate the Products & Facilities
_ Sales Letters
_ Strike a Responsive Chord
_ Respect the Chain of Command
_ Avoid Cutting Corners
_ Solicit Help from Others
_ Avoid Aggression and Condescension
_ In the Customer's Office
_ Protect the Home Office People
_ Gather Intelligence and Feedback_
_ Be Careful in Making Assumptions
_ Overcome Objections
_ Get the Supervisors Involved
_ Seize Sales Opportunities
_ Practice Discretion
_ How to Know When to Stop Selling
_ Close the Sale
_ Report the Statusof Active Jobs
_ Ask Questions
_ Be a Good Listener
_ Obtain Performance Feedback
_ After Obtaining an Order
_ After Losing an Order
_ Avoid Misunderstandings
_ Obey the Rules
_ Be Available to Customers
_ Do Not Shirk Responsibility
_ Keep in Touch
_ Get the Next Order
_ Utilize Time Effectively
_ Keep Up with Paperwork
_ Tough or Unpleasant Customers
_ Resurrect an Account
_ Resolve Equipment Problems
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Els Houben
reviewed How to Sell Technical Services and Equipment on November 25, 2012
How to Sell Technical Services and Equipment
This review refers to the third edition of Marketing Management and Strategy.
As a visual learner, this book was incredibly useful for helping me with my preparation for my MBA strategic marketing exam. The book is well structured and the different strategies become more clear in terms of why they are useful. I used some of the diagrams while sketchnoting my notes. The sequencing of the chapters is very clear so it's good to read through, but you can also dip in and out of different topics quite easily too.
During the exam itself, some of the diagrams were in my head so that helped, I think.
To summarise, I recommend this book because it articulated the marketing strategies very clearly and crisply, and it helped me to remember material for my exam preparation.
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Add How to Sell Technical Services and Equipment, In this new book, author James R. Hutton shares his decades of experience in the petroleum industry to help readers master the challenge of industrial sales. In How to Sell Technical Services and Equipment, Hutton covers the many aspects involved in B2B s, How to Sell Technical Services and Equipment to the inventory that you are selling on WonderClubX
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Add How to Sell Technical Services and Equipment, In this new book, author James R. Hutton shares his decades of experience in the petroleum industry to help readers master the challenge of industrial sales. In How to Sell Technical Services and Equipment, Hutton covers the many aspects involved in B2B s, How to Sell Technical Services and Equipment to your collection on WonderClub |