ISBN: 0071427309
Godina izdanja: 2004
Jezik: Engleski
Oblast: Menadžment
Autor: Strani

Gerald Michaelson, Steven Michaelson - Sun Tzu Strategies for Selling: How to Use The Art of War to Build Lifelong Customer Relationships
McGraw Hill, 2004
230 str.
meki povez
stanje: vrlo dobro

Winning sales strategies from the greatest strategist of all time. In Sun Tzu Strategies for Selling, the world`s leading interpreter of Sun Tzu`s timeless strategies for the modern business audience shows you how the ancient Chinese General`s classic strategies can lead you to victory on the increasingly competitive sales battlefield--or, better yet, without doing battle at all! Packed with brilliant insights that will help you establish long-term relationships with your clients and prevail over any competitor, this new translation of The Art of War includes special notations underscoring the relevance of Sun Tzu`s writings to sales strategy. It also transforms Sun Tzu`s wisdom into contemporary sales advice, object lessons, and real life actions that will help you win big sales and keep your customers coming back for more.

Contents:
Preface
Book One Applying Timeless Wisdom
Part I Personal Strength Wisdom
1 Meet the Enemy
2 Knowledge Leads to Victory
3 Be Professional
4 Occupy the High Ground
5 Be an expert
6 Understand Selling as a Process
7 Be Organized-Have a System
8 Get Better and Better
Part II Planning Wisdom
9 Get Your Strategy Right
10 Will without Fighting
11 Know Your Competitor
12 Aim for Big Wins
13 Learn from Lost Sales
Part III Wisdom for Initiating Action
14 Seize the Initiative
15 Feed the Funnel
16 Sell from Strength
17 Teamwork Works
18 Time and Timing Aid Victory
19 Be a Gorilla-or Be a Guerilla
20 Take Calculated Risks
21 When Things Go Wrong
Part IV Wisdom for Structuring the Sale
THE FIRST STEP: CREATE A NEED
22 Set the Stage
23 Ask Questions and Listen, Please
24 Turn Problems into Opportunities
THE SECOND STEP: MAXIMIZE THE NEED
25 Scope It Up-or Down
26 Tip the Scales
THE THIRD STEP: FILL THE NEED
27 Offer a Unique Selling Proposition
28 Do the Extraordinary
29 Work the Advantages
30 Whining Is the Best Option
31 Be flexible
32 Watch for Buying Signals
33 Build Long Term
Part V The Wisdom of Practical Experience
Wise Lessons
Assess, Understand, Implement
Plan, Sell, and Win
Keep Your Word
Success at the High Ground
Book Two The Art of War by Sun Tzu
Index


Nonfiction, Business, Management, 0071427309