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The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
Two Internet experts take readers step by step through the process of setting up an online store, marketing goods and services, and building a loyal customer base.
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
New in the Second EditionContains over 60% new materialComplete and extensive glossary will be addedComplete revision and update of the security chapter (reflecting the recent Yahoo experience)Strengthened coverage of E-Business to BusinessIncreased and redesigned case studiesIncreased European and international coverageRevised, expanded, and enhanced illustrationsNew, attractive text design with features such as margin notesIncreased size of tables containing website contactsRedesigned cover* Contains over 60% new material* Complete and extensive glossary will be added* Complete revision and update of the security chapter (reflecting the recent Yahoo experience)* Strengthened coverage of E-Business to Business* Increased and redesigned case studies* Increased European and international coverage* Revised, expanded, and enhanced illustrations* New, attractive text design with features such as margin notes* Increased size of tables containing website contacts* Redesigned cover
The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: * How to identify your customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.
The Complete E-Commerce Book offers a wealth of information on how to design, build and maintain a successful web-based business.... Many of the chapters are filled with advice and information on how to incorporate current e-business principles o
Unfortunately, recent changes at eBay have made online auctions less reliable and profitable. So where can you sell when you can't sell on eBay? Online auctions are the past; fixed-price selling is the future. It's time to move beyond eBay and first-generation online selling and start Selling Online 2.0. Second generation online selling means migrating from eBay to other online marketplaces, including craigslist, Amazon, and your own e-commerce website. You'll need to make some new plans, learn some new skills, and change some of the things you do--but you'll find that there's more money to be.
Sales objections, price bashing, the ‘economy excuse’, stalling tactics, gatekeepers from hell and elusive decision makers... If these are just some of the problems you’re currently facing as a sales person, then eselling® is the book for you. There’s got to be a better way than spending your time cold calling all day to drum up business. You don’t like it, your prospects and clients certainly don’t like it and it’s becoming less effective each and every year. Prospective clients are becoming more sales-savvy and street-wise when it comes to sales approaches. With the current economy and the cut-backs, the modern-day sales professional has their work cut out to make ends meet.eselling®, the revolutionary new book by Sales Futurist, Sean McPheat, utilises the power of the Internet to help you prospect more effectively, position yourself as an expert and will teach you how to listen out for new business opportunities and leads – without making another cold call! It’s the modern day sales professionals must-have resource to readdress the balance of power in this buyers marketplace. The book uses the Internet to help you network and prospect with key decision makers directly and to forge contacts within organisations who can get you to the key decision makers, use different types of media like video, audio and whitepapers to set you apart from the rest, use LinkedIn, Facebook and Twitter in the right way without wasting your time... and much more.
This textbook provides a strategic marketing and managerial perspective of electronic commerce. The research of the four authors provides the basis for the book, allowing for first-hand experience, varied viewpoints, and relevance. Contents: 1) Electronic commerce: An introduction. 2) Electronic commerce technology. 3) Web strategy: Attracting and retaining visitors. 4) Promotion: Integrated Web communications. 5) Promotion & purchase: Measuring effectiveness. 6) Distribution. 7) Service. 8) Pricing. 9) Post-Modernism and the Web: Societal effects.