PDF-[EBOOK] - Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding

How to capture customers by learning to think the way they doThe most common complaint Bill Stinnett hears from his corporate clients is that wouldbe vendors and suppliers just dont understand our business In Think Like Your Customer Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisionsDrawing upon his years of experience as a Fortune 500 consultant he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business knowing what motivates its executives and influences their buying decisions identifying a companys organizational structure and decisionmaking psychology and using that information to develop a winning strategy for influencing how and why the customer buysIn addition you receiveSolid marketing insights delivered in a fun breezy style by a top corporate consultant and seminar leaderExpert tips on how to maximize the value and profitability of relationships with corporate clients and customers. 1 to 1 Marketing. . Jason C.H. Chen. Professor of MIS. School of Business Administration. Gonzaga University, Washington, U.S.A.. Senior Consultant, Taskco.com. chen@gonzaga.edu. Presentation topics. 4.09. Identify . SALES METHODOLOGIES . used . in . SEM. SALES METHODOLOGIES. F. ull sales process used to generate . revenue – the “how” of selling. ADVANTAGES. DISADVANTAGES. . Initial cost is fairly cheap. 1.02B Explain the role of customer service as a component of selling relationships.. Distinguish . between customer service as a process and customer service as a function.. Customer . service in selling. 4.10. ESTABLISH RELATIONSHIP with clients/customers/fans . ESTABLISHING . A . GOOD RELATIONSHIP. WHY?. Customers/fans have . LONG-TERM LOYALTY. S. upportive . even with . controversy or a losing season. Tank You. 1. Chapter. What Is Selling?. Personal Selling Today. A New Definition of Personal Selling. The Golden Rule of Personal Selling. Everybody Sells!. What Salespeople Are Paid to Do. Why Choose a Sales Career?. 4.09. Identify . SALES METHODOLOGIES . used . in . SEM. SALES METHODOLOGIES. F. ull sales process used to generate . revenue – the “how” of selling. ADVANTAGES. DISADVANTAGES. . Initial cost is fairly cheap. SBI Blog post. :. http://. www.salesbenchmarkindex.com/bid/103216/Sales-Strategy-From-Vision-to-Execution. Purpose & Contents. Purpose. A Sales Strategy is the operating plan for your sales force. It allocates resources effectively to increase revenues and reduce selling costs. It means you can get more out of your sales force. . Distinguish . between customer service as a process and customer service as a function.. Customer . service in selling. . Is . a process rather than a function. Is . a relationship rather than a department. What are the steps of the retail process?. Approach. Customer . Classification (Determining Needs. Casual Lookers. Undecided Customers. Decided Customers. The . Sale (Presenting the Product, Handling Objections). Managing . with . an organization with the goal of increasing customer loyalty and retention and an organization's profitability. Chapter 11 pages 147-155. Business Plug-In B9 pages 348-362. . Customer Relationship Management (CRM). . 8:30 AM to 5:00 PM (with check-in starting at 8:00 AM). MASTERING 8 DIMENSIONS OF EXCELLENCE. Columbus, OH June 20-21, 2018. TAKE-AWAYS INCLUDE:. A self-assessment that reveals excellence strengths/needs in four key areas of leadership. By Jason Jebbia. The Game of Nim. In this presentation I will:. Introduce the game play and rules of the game of Nim. Demonstrate the winning strategy of Nim. Discuss other variations of Nim including their winning strategies.. Marketing Principle #2. All Customers Change .  Managing Customer Dynamics. Agenda. Introduction. Approaches for Managing Customer Dynamics. Evolution of Approaches for Managing Customer Dynamics. Topic 4. CUSTOMER RELATIONSHIP MANAGEMENT. Customer relationship management (CRM) is a model for managing a company’s interactions with current and future customers.. CRM refers to the methodologies and tools that helps businesses manage customer relationships in an organized way..