商品詳細

This volume for business students, sales managers and sales persons demonstrates that modern concepts of quality are applicable to the selling process and to sales management producing more effective selling and sales results. It shows how the modern sales group may be more effectively utilized to transmit customer attitudes upward to affect product development to ensure that the products brought to market will sell, and presents new concepts for management to incorporate in engaging and motivating sales personnel. Business faces unprecedented competition in the global marketplace. Sales is the function in closest contact with the mind of the customer. Sales input can quickly assist in modifying approach and products. Properly designed and supported products can be sold enthusiastically by sales. Sales carries the value message of the product and can affect perception of value, given valid product advantages. Because selling and sales, as a functional department, will have importance in the "quality era", a new look at these people and their role is indicated, along with a discussion of their motivation and management. Traditional texts have reduced concepts of value to commodity considerations only. The issue of value and its subjective components, as perceived by customers, are the real issues of business success. Selling in the "quality era" deals with this subjective component of value in selling. Properly managed by sales, a company's customers should make it their habitual supplier, and recommend it and its products to others. Texts on selling have focused on getting the order/closing the deal. This book focuses on building relationships for long-term profitability.