Industrial Sales
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Industrial Sales
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Author : Bram Van Oirschot
language : en
Publisher: Independently Published
Release Date : 2019-08-31
Industrial Sales written by Bram Van Oirschot and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-08-31 with categories.
Discover how to sell better to giant industrial companies. Industrial Sales enforces your selling system. Within a few steps, you will create a more effective commercial process, which will bring more sales with the same effort. Industrial Sales will help boost your sales independent on what area of the world or the type of industrial sector. Everyone involved in oil, gas, petrochemical, renewables, marine, mining and chemical industries should read Industrial Sales!!In Industrial Sales, Brian, a hypothetical sales director, sells complex services to be used at industrial facilities. He wins business based on trust, despite facing complicated buyer teams. Brian is expanding his global track record and realizes more sales without putting additional effort into his job. His selling system sets him apart from peers.Bram van Oirschot traveled the world to sell technically complex services over the last two decades and came across the same challenges over and over again. The things that make industrial sales unique make the job of a salesperson fun but challenging. In Industrial Sales, he tells you all about selling to industrial clients. He shares the key actions to take in every industrial sales cycle and how to adjust your selling system to win better deals with the same effort.Industrial Sales follows the same path as all commercial processes: marketing, sales and account management. The main difference is the focus on establishing trust, which impacts the commercial process heavily. The first section of the book provides advice on the complex decision-making processes of industrial clients and the importance of CRM systems. The second section is packed with insight, practical advice and best practice for managing sales teams that operate in industrial segments. Motivated salespeople make the difference between good and great companies. Since technical people work at all levels of sales teams, the commercial side of lead generation and prospecting must be emphasized. You are not a lonely warrior!! There are more salespeople like you. Regular sales books do not cover the complex industrial environment in which you operate. Industrial Sales will show you that many others face your challenge. You will learn how to sell your services to companies like Shell, Exxon, Wood, CNOOC, Petrobras, Rio Tinto, Dow Chemical, Technip, more effectively. You will learn to stay in control of the commercial process, which is strongly influenced by engineers, project managers, and other technical people. Don't get lost in price discussions, or endless discussions on the extent of the scope of work, or in never-ending pre-qualification procedures. By adopting a solid industrial selling system, you will be equipped to make more revenue at the right clients. Even engineers can lead sales teams. Industrial sales is a team game. The set of skills and competencies to land complex contracts does not lie with one person. All team members will play their part in winning projects. The sales team must make an outstanding performance to keep winning business all over the world with (petro)chemical, oil and gas, renewables, mining, marine, and other large industrial clients. *Sales directors should read Industrial Sales to improve their management of industrial sales teams.*Sales and business development managers should read Industrial Sales to understand their role in the sales process.*(Key)Account Managers will get renewed inspiration from Industrial Sales.*Company management is advised to buy several copies of Industrial Sales to adopt an organization-wide commercial process, which can be monitored and rolled out over the world.
Industrial Sales In America
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Author : Richard Cruz
language : en
Publisher: Page Publishing Inc
Release Date : 2020-09-10
Industrial Sales In America written by Richard Cruz and has been published by Page Publishing Inc this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-09-10 with Business & Economics categories.
Industrial Sales in America captures those Best Practices required to sustain year on year growth in an ever evolving and competitive Industrial Market place. Mr. Cruz's perspectives and growth planning earned corporate recognition and were rewarded throughout his 37 years of successful growth and business planning in a Dow Industrial environment..... Good Selling!
Industrial Sales Sketchbook
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Author : Steve Borengasser
language : en
Publisher: Sketchbook Publishing
Release Date : 2016-09-14
Industrial Sales Sketchbook written by Steve Borengasser and has been published by Sketchbook Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-09-14 with categories.
Recent changes in how industrial companies operate have made selling to them more difficult. But industrial customers need outstanding salespeople now more than ever before. As an industrial sales professional, you have an amazing opportunity to shine right now. An opportunity to be essential to customers who are operating under a new and complex normal. An opportunity to close bigger deals faster by solving important problems for them. This book shows you how.
How To Make Industrial Sales Now
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Author : H. P. Bailey
language : en
Publisher:
Release Date : 1933
How To Make Industrial Sales Now written by H. P. Bailey and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1933 with Machinery industry categories.
Matters International Edition Industry Matters A2 B2 Sch Lerbuch
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Author : Michael Benford
language : en
Publisher:
Release Date : 2015-10
Matters International Edition Industry Matters A2 B2 Sch Lerbuch written by Michael Benford and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-10 with categories.
Industrial Sales Organization
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Author : Eugene Parks
language : en
Publisher:
Release Date : 1949
Industrial Sales Organization written by Eugene Parks and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1949 with categories.
Forecasting Industrial Sales
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Author : John G. Thompson
language : en
Publisher:
Release Date : 1930
Forecasting Industrial Sales written by John G. Thompson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1930 with Market surveys categories.
Are You Ready To Sell
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Author : Mike Whitney
language : en
Publisher: AuthorHouse
Release Date : 2011
Are You Ready To Sell written by Mike Whitney and has been published by AuthorHouse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011 with Technology & Engineering categories.
The difference between B2B sales winners and losers is that winners are ready to win. Winners take time to honestly answer the question, "am I ready to sell?" Winners prepare themselves for winning through reproducible steps that will put them in a better position to win. These steps are not magic or unknowable - they can be learned. Once learned the key to success becomes discipline in applying the steps every day during every encounter with your prospects and your own sales team. Are You Ready to Sell shows the steps you need to be a winner in B2B sales. Owning this book will provide you with: - A winning process for sales preparedness throughout your daily selling life - Strategies to determine if a sales opportunity is an order opportunity - A road map for change to deal with the "new normal" of Business to Business selling - Strategies for creating a valuable lifetime income stream from your customers - Sales scenarios at the end of each chapter to test your strategies for winning - A mindset to move sold-to accounts back to prospects for value you can deliver - New strategies for building customer loyalty - Guidelines for shaping your prospect's definition of value throughout the sales process Today's B2B industrial prospects are struggling to survive within the new normal of doing more with less. Help your prospects be winners in this environment and you will be an order winner. "Are You Ready to Sell?" equips you with the tools you need to be a consistent B2B sales order winner.
Personal Characteristics And Job Satisfaction Of Industrial Sales People In Singapore
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Author : A. S. Hon
language : en
Publisher:
Release Date : 1984
Personal Characteristics And Job Satisfaction Of Industrial Sales People In Singapore written by A. S. Hon and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1984 with Employee motivation categories.
Strategy And Structure Of An Industrial Sales Organization In A Global Environment
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Author : John W. Cahill
language : en
Publisher:
Release Date :
Strategy And Structure Of An Industrial Sales Organization In A Global Environment written by John W. Cahill and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on with Marketing categories.
