Aufsatz, Englisch, 6 Seiten, Evan Carmichael
Autor: Hans-Peter Holzwarth
Herausgeber / Co-Autor: Hans-Peter Holzwarth
Erscheinungsdatum: 2007
Aufrufe gesamt: 525, letzte 30 Tage: 1
Not because the things are difficult, we don't venture them but because we don't venture them, they are difficult.
Selling strategically means not only convincing one contact person with the customer particularly at greater projects but the enterprise as a whole. At this it is necessary to overcome hierarchy levels and to get in there where the decision actually makes. This must not be the much lectured "Top Down Selling" during the seventies. At the team orientation spread today often in the enterprises "Bottom up" is necessary as well to include the later users in the decision-making process. It is, however, fact that many sales persons are afraid of it to look the contact high. On the other hand many sales persons don't believe that particularly top decider need unfiltered information to decide correctly
Fachthemen
DE, Rellingen
Inhaber
SCI - sales consultancy international Ltd.
Publikationen: 8
Veranstaltungen: 11
Aufrufe seit 08/2008: 805
Aufrufe letzte 30 Tage: 1