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Selling Services: Sales 12.06

Patrick Forsyth

ISBN: 978-1-841-12502-2 October 2003 Capstone 120 Pages


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.

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Introduction to ExpressExec.

Introduction to Selling Services.

What is Selling Services?

The Evolution of Selling Services.

The E-Dimension.

The Global Dimension.

The State of the Art.

In Practice.

Key Concepts and Thinkers.


Ten Steps to Making Selling Services Work.

Frequently Asked Questions.