Unformatted text preview: The Basics of Sales and Sales Management in the 21st Century Chapter One Introduction What does it take to be successful in sales today?
Old Approach Persuasion What is it? New Approach Build Relationships Relationship selling versus Transaction selling Revisiting the Value Proposition Price =?+?+?+? Target Marketing Who do you want to sell your product/service to? Cultivate Relationships Customer Create Surveys nimble and adaptable org structure and Knowledge Customer-sensing management Entrepreneurial Sales History of Sales: From a series of transactions to building
relationships to entrepreneurial sales Recruiting Training Structure Open to Alliances ...
View Full Document
- Spring '08
- Sales, 21st century, Sales and Sales Management, adaptable org structure, entrepreneurial sales