Skip navigation

Bookboon.com Download von kostenlosen eBooks für Studium und Beruf

Choose a category

Sales for Engineering Companies

Sales for Engineering Companies
Noch keine Beurteilung
ISBN: 978-87-403-1740-4
1. Auflage
Seiten : 66
  • Preis: 75,50 kr
  • Preis: €8,99
  • Preis: £8,99
  • Preis: ₹150
  • Preis: $8,99
  • Preis: 75,50 kr
  • Preis: 75,50 kr

KOSTENLOS downloaden in 4 einfachen Schritten...

Um unsere Bücher herunterzuladen oder Videos anzusehen, benötigen Sie einen Browser, der JavaScript zulässt.
Nachdem Sie Ihre Email angegeben haben, schicken wir Ihnen eine Bestätigungsmail. Durch Klicken auf den dort angezeigten Link erhalten Sie unseren Newsletter. Wir geben Ihre Daten nicht an eine Dritte weiter.
eLib
Entdecken Sie das Lernpotenzial Ihrer Organisation
Demo anschauen

Unternehmens-eLibrary

Unsere Business Lösung für Weiterbildung

Das ist ein Premium eBook

Bookboon Premium - Erhalten Sie Zugang zu über 800 eBooks - ohne Werbeanzeigen

Erhalten Sie kostenlosen Zugang für einen Monat - und 800 andere Bücher mit dem Premium Abo. Sie können das Buch auch einzeln kaufen

  • Kostenloses 30-Tage Probeabo. Dann 39,99 kr p. M.
  • Kostenloses 30-Tage Probeabo. Dann €5,99 p. M.
  • Kostenloses 30-Tage Probeabo. Dann £4,99 p. M.
  • Kostenloses 30-Tage Probeabo. Dann ₹299 p. M.
  • Kostenloses 30-Tage Probeabo. Dann $3,99 p. M.
  • Kostenloses 30-Tage Probeabo. Dann 39,99 kr p. M.
  • Kostenloses 30-Tage Probeabo. Dann 39,99 kr p. M.
eLib
Entdecken Sie das Lernpotenzial Ihrer Organisation
Hier klicken!

Unternehmens-eLibrary

Unsere Business Lösung für Weiterbildung

Über das Buch

  1. Bewertungen
  2. Inhalt
  3. Beschreibung

Bewertungen

Steve ★★★★★

An excellent blend of practical & theory. Highly recommended

Inhalt

  1. Introduction 
    1. Overview of the EBook 
    2. Selling in Engineering 
    3. Finding the right customers 
    4. Sales process in engineering 
    5. Managing & planning engineering sales 
  2. Selling in engineering 
    1. Introduction 
    2. Decision Making in Engineering Selling 
    3. What sales performance skills are needed in engineering 
    4. Developing compelling value propositions 
    5. The different selling strategies and how to add value to customer relationships 
    6. Summary
  3. Finding the Right Customers 
    1. Introduction 
    2. How to segment the market 
    3. How to profile ideal customers 
    4. How to research the market for new potential customers 
    5. Using social media to find prospects 
    6. Bid or No-bid Decisions 
    7. Summary of Chapter 3 
  4. Sales process in engineering 
    1. Introduction 
    2. The sales process 
    3. ESTABLISHING interest with prospects 
    4. QUALIFYING interest into enquiry 
    5. CLOSING enquiries into customers 
    6. Summary of Chapter 4 
  5. Managing & planning engineering sales 
    1. Introduction 
    2. Sales Funnel to Track Prospects 
    3. Value of the relationship to you and the customer 
    4. Level of relationship with the customer organisation 
    5. Strategies to improve Key Account Relationships 
    6. Nature of Relationships 
    7. Managing Key Accounts 
    8. Summary 
  6. Summary 
    1. Selling in engineering 
    2. Finding the Right Customers 
    3. Sales process in engineering 
    4. Managing & planning engineering sales 

Beschreibung

Selling engineering products and services is not like selling for other businesses. Engineering salespeople often sell to major accounts, the sales process is often long (sometimes years), involving multiple decision-makers (many of whom the salesperson doesn’t know) and some of the fiercest competitors. Even small customers can demand strategic thinking. 

To help readers through the complexities involved this e-book looks at several areas of selling in engineering: Finding the right customers; Sales processes; Managing & planning engineering sales

About the author

Peter Gaunt is Relationship Manager for Greater Manchester’s Business Growth Hub, moving into business support, training and consultancy after a very successful career in engineering sales. Over the last 10 years, Peter has worked with over 5,000 individuals to improve their sales, revenues and profits. Peter is a Chartered Engineer (CEng) and Chartered Marketer and has personally generated £50m of sales (today’s figures) in 19 years heading sales departments in SMEs and multi-nationals.

This website uses cookies to improve user experience. By using our website you consent to all cookies in accordance with EU regulation.