Cross selling success: a Rainmaker's guide to professional account development
Gespeichert in:
1. Verfasser: | |
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Format: | Buch |
Sprache: | English |
Veröffentlicht: |
Avon, Mass.
Adams Media Corp.
2002
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Schlagworte: | |
Online-Zugang: | Inhaltsverzeichnis |
Beschreibung: | XXVI, 230 S. |
ISBN: | 1580627056 9781580627054 |
Internformat
MARC
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Datensatz im Suchindex
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adam_text | Contents
Acknowledgments vii
Introduction: Why Cross Sell? xi
Part I: The BEST Selling Model
for Cross-Selling Success 1
1. What Is Cross Selling? 3
2. How Rainmakers Do It: An Overview of the
BEST Selling Model 15
3. Portal Projects: Getting in the Door 23
4. Buyers: The People We Need to Know 41
5. Events: How bu Drive the Process 55
6. Signals: How We Know a Client
May Need More Services 73
7. Techniques: Tools for Making It Happen 89
8. Summary: Bringing the Parts Together 109
v
CROSS-SELLING SUCCESS Part II: BEST Selling Within the
Context of the Firm 117
9. Allocating Resources to Accounts 119
10. Professionals and Salespeople: Mix Well Before
Serving (With John Mirro) 133
11. Rules of Engagement 145
12. Overcoming Functional Thinking: Cross Selling
and Communications (With Dallas Kersey) .... 157
13. Rewarding Cross Selling (With Alan Johnson) . . 179
14. Cross-Selling Failures 191
15. Ethics and Cross Selling 205
16. Conclusion 217
Notes 219
Index 2?5
|
adam_txt |
Contents
Acknowledgments vii
Introduction: Why Cross Sell? xi
Part I: The BEST Selling Model
for Cross-Selling Success 1
1. What Is Cross Selling? 3
2. How Rainmakers Do It: An Overview of the
BEST Selling Model 15
3. Portal Projects: Getting in the Door 23
4. Buyers: The People We Need to Know 41
5. Events: How \bu Drive the Process 55
6. Signals: How We Know a Client
May Need More Services 73
7. Techniques: Tools for Making It Happen 89
8. Summary: Bringing the Parts Together 109
v
CROSS-SELLING SUCCESS Part II: BEST Selling Within the
Context of the Firm 117
9. Allocating Resources to Accounts 119
10. Professionals and Salespeople: Mix Well Before
Serving (With John Mirro) 133
11. Rules of Engagement 145
12. Overcoming Functional Thinking: Cross Selling
and Communications (With Dallas Kersey) . 157
13. Rewarding Cross Selling (With Alan Johnson) . . 179
14. Cross-Selling Failures 191
15. Ethics and Cross Selling 205
16. Conclusion 217
Notes 219
Index 2?5 |
any_adam_object | 1 |
any_adam_object_boolean | 1 |
author | Harding, Ford |
author_facet | Harding, Ford |
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dewey-hundreds | 600 - Technology (Applied sciences) |
dewey-ones | 658 - General management |
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dewey-sort | 3658.85 |
dewey-tens | 650 - Management and auxiliary services |
discipline | Wirtschaftswissenschaften |
discipline_str_mv | Wirtschaftswissenschaften |
format | Book |
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id | DE-604.BV035127686 |
illustrated | Not Illustrated |
index_date | 2024-07-02T22:23:31Z |
indexdate | 2024-07-09T21:22:57Z |
institution | BVB |
isbn | 1580627056 9781580627054 |
language | English |
oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-016795241 |
oclc_num | 57432059 |
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physical | XXVI, 230 S. |
publishDate | 2002 |
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publisher | Adams Media Corp. |
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spelling | Harding, Ford Verfasser aut Cross selling success a Rainmaker's guide to professional account development Ford Harding Cross-selling success Avon, Mass. Adams Media Corp. 2002 XXVI, 230 S. txt rdacontent n rdamedia nc rdacarrier Selling Cross Selling (DE-588)4708784-5 gnd rswk-swf Kundenmanagement (DE-588)4236865-0 gnd rswk-swf Cross Selling (DE-588)4708784-5 s Kundenmanagement (DE-588)4236865-0 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016795241&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
spellingShingle | Harding, Ford Cross selling success a Rainmaker's guide to professional account development Selling Cross Selling (DE-588)4708784-5 gnd Kundenmanagement (DE-588)4236865-0 gnd |
subject_GND | (DE-588)4708784-5 (DE-588)4236865-0 |
title | Cross selling success a Rainmaker's guide to professional account development |
title_alt | Cross-selling success |
title_auth | Cross selling success a Rainmaker's guide to professional account development |
title_exact_search | Cross selling success a Rainmaker's guide to professional account development |
title_exact_search_txtP | Cross selling success a Rainmaker's guide to professional account development |
title_full | Cross selling success a Rainmaker's guide to professional account development Ford Harding |
title_fullStr | Cross selling success a Rainmaker's guide to professional account development Ford Harding |
title_full_unstemmed | Cross selling success a Rainmaker's guide to professional account development Ford Harding |
title_short | Cross selling success |
title_sort | cross selling success a rainmaker s guide to professional account development |
title_sub | a Rainmaker's guide to professional account development |
topic | Selling Cross Selling (DE-588)4708784-5 gnd Kundenmanagement (DE-588)4236865-0 gnd |
topic_facet | Selling Cross Selling Kundenmanagement |
url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=016795241&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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