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Home Mastering Sales Principles

Mastering Sales Principles

by Peter Freeth
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40 pages
Language:
 en
Master the key principles of professional sales, including sales relationship types, the difference between product and service sales, account management and using data to improve sales performance.
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About the author

Peter Freeth is a leading business coach, trainer, presenter, author and consultant who has a rare mix of communication, technical and business skills and an interest in learning and developing new tools and techniques that help others get the results they want, more easily and more often.

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More about Peter Freeth
Description
Content

Master some of the key principles of professional sales, including sales relationship types, the difference between product and service sales, account management and using data to improve sales performance. Most importantly, discover the six secrets of the world’s best sales people and focus your time to drive consistent sales results. This book will shift your thinking from sales as a transaction to building sustainable and mutually rewarding commercial relationships.

About the Author

Peter Freeth is a UK based international consultant, master coach, author and speaker who builds high performing cultures. He has written eighteen books and has worked with some of the world's most recognised businesses, doubling sales conversion rates, reducing graduate development time and achieving up to 700% increase in profitability. Peter is the host of Bookboon’s ‘In Focus’ podcast series.

  1. What is Sales?
    1. Sales
  2. Excellent Salespeople
    1. Your Greatest Asset
    2. Behaviour and Results
    3. The Best Sales People
    4. Summary
    5. Goals
    6. Taming the Sales Monster
  3. Types of Sales
    1. Defining Sales Terms
    2. Direct and Indirect
    3. Inbound and Outbound
    4. Direct and Indirect
  4. Products and Services
    1. The Service Chain
    2. The Balance of Risk
  5. Sales Data
    1. Decision Points
    2. Conversion Ratios
  6. Account Management
    1. Service Account Management
    2. Commodity Account Management
    3. Account Development Plans
  7. Appendix
    1. Suggested answers
  8. About the Author
    1. Contacting Peter
    2. Testimonials

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