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High-profit selling [[electronic resource] ] : win the sale without compromising on price / / Mark Hunter
| High-profit selling [[electronic resource] ] : win the sale without compromising on price / / Mark Hunter |
| Autore | Hunter Mark <1956-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : American Management Association, 2012 |
| Descrizione fisica | 1 online resource (289 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Selling
Markup |
| Soggetto genere / forma | Electronic books. |
| ISBN | 0-8144-2010-9 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
CONTENTS; INTRODUCTION; CHAPTER 1: You Are Hurting Your Profit; What Is This Book Worth to You?; To Maximize Profit, Change How You View Your Customers; It's Time to Look in the Mirror; Your Confidence Drives Your Attitude; Can a Company Asking a Higher Price Really Win?; People Don't Buy-They Only Invest; Forget About Your Competition; CHAPTER 2: ''Profit'' Is Not a Dirty Word; Are You Chasing the Shiny Object?; Do You Think ''Profit'' Is a Dirty Word?; How Do We Define Profit?; What Does ''Immediate Profit'' Mean?; What Is Your Customer Worth Down the Road?
Calculate Your Customer's Profitability Sustainability Factor A Big Order at the Wrong Price Isn't Worth It; Intellectual Profitability Adds Up; Minimize the Profit Takers; ''Profit'' Is a Beautiful Word; CHAPTER 3: Use Needs and Benefits to Command a Higher Price; Chasing the Shiny Object; Determining the Customer's Needs and Benefits; Separating Good Information from Bad; What We Can Learn About Needs and Benefits from Apple; Using Follow-Up Questions to Categorize a Customer's Needs; Needs? Benefits? What's the Difference, Anyway?; CHAPTER 4: Creating Real Value Using Your Price Point Forming Real Value Around Price Creating the Price Point; The Power of the Ultra-Price Package; Ultra-Prices and a Salesperson's Beliefs; The ''No Negotiation'' Philosophy; Sales Managers: Don't Empower Salespeople to Give Away Profit; Where Does the ''No Negotiation'' Policy Work Best?; Rules for an Effective ''No Negotiation'' Policy; Making the ''No Negotiation'' Policy Work, Despite So Many Rules; Using Time to Drive Value; CHAPTER 5: Prospecting That Works; Past Growth Doesn't Guarantee Future Growth; Finding New Customers Is Not an Optional Job Activity Prospect or Suspect? Do You Know the Difference? Is Prospecting Ingrained in Your Daily Routine?; Can't Prospect? Then You Can't Sell; What Is a Prospect?; Not All Prospects Are Created Equal; Assumptive vs. Inquisitive; Tactical Comments and Questions: The Price Squeeze; Strategic Questions Lead to Long-Term Relationships; Aim High When Prospecting; Make Prospecting Part of Your Daily Routine; Holiday Prospecting; Just Do It; CHAPTER 6: Sell More by Talking Less; How Professional Buyers Use Silence; Give Control to the Customer; How to Use Your Personality to Ask Questions Questions That Work for You How Much Time Do You Talk on a Sales Call?; Tactics Buyers Use to Speed Up the Sales Call; Why Salespeople Fail; An Example of Not Listening; Learn Your Customer's Language; The Best Follow-Up Questions; Put the Pride Aside: It's Costing You Money; Expand Your Question List; Do You Respect Your Customer?; The Two-Second Pause; Close Too Fast and You Lose Profit; The More the Customer Talks, the More You're Prepared for the Next Sale, Too; Keep Your Eye on the Prize; CHAPTER 7: Skip the Sales Presentation; Why Preparation Is Essential Preparing a Sales Presentation Does Not Mean You Will Use It |
| Record Nr. | UNINA-9910457423403321 |
Hunter Mark <1956->
|
||
| New York, : American Management Association, 2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
High-profit selling [[electronic resource] ] : win the sale without compromising on price / / Mark Hunter
| High-profit selling [[electronic resource] ] : win the sale without compromising on price / / Mark Hunter |
| Autore | Hunter Mark <1956-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : American Management Association, 2012 |
| Descrizione fisica | 1 online resource (289 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Selling
Markup |
| ISBN | 0-8144-2010-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
CONTENTS; INTRODUCTION; CHAPTER 1: You Are Hurting Your Profit; What Is This Book Worth to You?; To Maximize Profit, Change How You View Your Customers; It's Time to Look in the Mirror; Your Confidence Drives Your Attitude; Can a Company Asking a Higher Price Really Win?; People Don't Buy-They Only Invest; Forget About Your Competition; CHAPTER 2: ''Profit'' Is Not a Dirty Word; Are You Chasing the Shiny Object?; Do You Think ''Profit'' Is a Dirty Word?; How Do We Define Profit?; What Does ''Immediate Profit'' Mean?; What Is Your Customer Worth Down the Road?
Calculate Your Customer's Profitability Sustainability Factor A Big Order at the Wrong Price Isn't Worth It; Intellectual Profitability Adds Up; Minimize the Profit Takers; ''Profit'' Is a Beautiful Word; CHAPTER 3: Use Needs and Benefits to Command a Higher Price; Chasing the Shiny Object; Determining the Customer's Needs and Benefits; Separating Good Information from Bad; What We Can Learn About Needs and Benefits from Apple; Using Follow-Up Questions to Categorize a Customer's Needs; Needs? Benefits? What's the Difference, Anyway?; CHAPTER 4: Creating Real Value Using Your Price Point Forming Real Value Around Price Creating the Price Point; The Power of the Ultra-Price Package; Ultra-Prices and a Salesperson's Beliefs; The ''No Negotiation'' Philosophy; Sales Managers: Don't Empower Salespeople to Give Away Profit; Where Does the ''No Negotiation'' Policy Work Best?; Rules for an Effective ''No Negotiation'' Policy; Making the ''No Negotiation'' Policy Work, Despite So Many Rules; Using Time to Drive Value; CHAPTER 5: Prospecting That Works; Past Growth Doesn't Guarantee Future Growth; Finding New Customers Is Not an Optional Job Activity Prospect or Suspect? Do You Know the Difference? Is Prospecting Ingrained in Your Daily Routine?; Can't Prospect? Then You Can't Sell; What Is a Prospect?; Not All Prospects Are Created Equal; Assumptive vs. Inquisitive; Tactical Comments and Questions: The Price Squeeze; Strategic Questions Lead to Long-Term Relationships; Aim High When Prospecting; Make Prospecting Part of Your Daily Routine; Holiday Prospecting; Just Do It; CHAPTER 6: Sell More by Talking Less; How Professional Buyers Use Silence; Give Control to the Customer; How to Use Your Personality to Ask Questions Questions That Work for You How Much Time Do You Talk on a Sales Call?; Tactics Buyers Use to Speed Up the Sales Call; Why Salespeople Fail; An Example of Not Listening; Learn Your Customer's Language; The Best Follow-Up Questions; Put the Pride Aside: It's Costing You Money; Expand Your Question List; Do You Respect Your Customer?; The Two-Second Pause; Close Too Fast and You Lose Profit; The More the Customer Talks, the More You're Prepared for the Next Sale, Too; Keep Your Eye on the Prize; CHAPTER 7: Skip the Sales Presentation; Why Preparation Is Essential Preparing a Sales Presentation Does Not Mean You Will Use It |
| Record Nr. | UNINA-9910778941203321 |
|
Hunter Mark <1956->
|
||
| New York, : American Management Association, 2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Pricing for profit [[electronic resource] ] : how to command higher prices for your products and services / / Dale Furtwengler
| Pricing for profit [[electronic resource] ] : how to command higher prices for your products and services / / Dale Furtwengler |
| Autore | Furtwengler Dale |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : American Management Association, 2009 |
| Descrizione fisica | 1 online resource (236 p.) |
| Disciplina | 658.8/16 |
| Soggetto topico |
Pricing
Markup Marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-38678-6
9786612386787 0-8144-1518-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Contents; Acknowledgments; Introduction; 1 Ignorance Isn't Bliss: It's EXPENSIVE; 2 Know Thyself . . . and You'll Know Others, Too; 3 Elementary School Math: Quantifying Value; 4 Customers' Delight: Discovering the Value; 5 Icing on the Cake: Bundling for Greater Profits; 6 Avoiding No: Using Options to Close the Sale; 7 Value as a Marketing Tool: Attracting the Right Buyers; 8 The Value Trap: Avoiding the Pitfalls of Change; 9 The Economy: It Just Doesn't Matter!; 10 Make More, Work Less; Notes; Index |
| Record Nr. | UNINA-9910455423803321 |
|
Furtwengler Dale
|
||
| New York, : American Management Association, 2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Pricing for profit [[electronic resource] ] : how to command higher prices for your products and services / / Dale Furtwengler
| Pricing for profit [[electronic resource] ] : how to command higher prices for your products and services / / Dale Furtwengler |
| Autore | Furtwengler Dale |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | New York, : American Management Association, 2009 |
| Descrizione fisica | 1 online resource (236 p.) |
| Disciplina | 658.8/16 |
| Soggetto topico |
Pricing
Markup Marketing |
| ISBN |
1-282-38678-6
9786612386787 0-8144-1518-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Contents; Acknowledgments; Introduction; 1 Ignorance Isn't Bliss: It's EXPENSIVE; 2 Know Thyself . . . and You'll Know Others, Too; 3 Elementary School Math: Quantifying Value; 4 Customers' Delight: Discovering the Value; 5 Icing on the Cake: Bundling for Greater Profits; 6 Avoiding No: Using Options to Close the Sale; 7 Value as a Marketing Tool: Attracting the Right Buyers; 8 The Value Trap: Avoiding the Pitfalls of Change; 9 The Economy: It Just Doesn't Matter!; 10 Make More, Work Less; Notes; Index |
| Record Nr. | UNINA-9910778551603321 |
|
Furtwengler Dale
|
||
| New York, : American Management Association, 2009 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
