2023-05-11 22:00:00
Page 1 to 7: Start Pages | Page 5: From the same authors | Page 7: Acknowledgments | Page 8: Pascale Bélorgey and Stéphane Mercier – Foreword | Page 14 to 15: Pascale Bélorgey and Stéphane Mercier – Presentation | Page 16 to 19: Pascale Bélorgey and Stéphane Mercier – Tool 1. Relational flexibility with Process Com® | Page 20 to 21: Pascale Bélorgey and Stéphane Mercier – Tool 2. The Empathic salesperson | Page 22 to 23: Pascale Bélorgey and Stéphane Mercier – Tool 3. The Work-loving salesperson | Page 24 to 25: Pascale Bélorgey and Stéphane Mercier – Tool 4. The Persevering Salesperson | Page 26 to 27: Pascale Bélorgey and Stéphane Mercier – Tool 5. The Rebel-type salesperson | Page 28 to 29: Pascale Bélorgey – Tool 6. The Dreamer-type salesperson | Page 30 to 31: Pascale Bélorgey and Stéphane Mercier – Tool 7. The Promoter type salesperson | Page 32 to 33: Pascale Bélorgey and Stéphane Mercier – Tool 8. Asserting one’s uniqueness | Page 34 to 35: Pascale Bélorgey – Presentation | Page 36 to 37: Pascale Bélorgey and Stéphane Mercier – Tool 9. The ABC curve | Page 38 to 39: Pascale Bélorgey and Stéphane Mercier – Tool 10. The crossed ABC matrix | Page 40 to 41: Pascale Bélorgey and Stéphane Mercier – Tool 11. The services/customers matrix | Page 42 to 43: Pascale Bélorgey and Stéphane Mercier – Tool 12. The upstream/downstream matrix | Page 44 to 47: Pascale Bélorgey and Stéphane Mercier – Tool 13. The commercial action plan (CAP) | Page 48 to 49: Pascale Bélorgey and Stéphane Mercier – Tool 14. The IPO/IPA matrix | Page 50 to 51: Pascale Bélorgey – Tool 15. Account review | Page 52 to 53: Tool 16. Activity monitoring | Page 54 to 55: Presentation | Page 56 to 57: Tool 17. Prospecting channels | Page 58 to 59: Tool 18. Qualification of contacts | Page 60 to 61: Tool 19. The checklist of organizational tools | Page 62 to 63: Tool 20. Conquest by telephone | Page 64 to 65: Tool 21. Rebounding from objections | Page 66 to 69: Tool 22. Conquest by recommendation | Page 70 to 71: Tool 23. Prospecting on social networks | Page 72 to 73: Presentation | Page 74 to 75: Tool 24. The objective of the interview | Page 76 to 79: Tool 25. The checklist of good questions | Page 80 to 83: Tool 26. The SAFI method: questioning a non-requesting customer | Page 84 to 85: Tool 27. Discovery by references | Page 86 to 87: Tool 28. Comparative argumentation | Page 88 to 89: Tool 29. The business follow-up sheet | Page 90 to 91: Tool 30. The rules of a visit for two | Page 92 to 93: Presentation | Page 94 to 95: Tool 31. Cognitive biases | Page 96 to 97: Tool 32. Contact 4 x 20 | Page 98 to 99: Tool 33. Purchasing motivations: SONCAS | Page 100 to 101: Tool 34. Active listening | Page 102 to 103: Tool 35. Situational intelligence | Page 104 to 105: Tool 36. Reformulation-implication | Page 106 to 107: Tool 37. Structured argumentation: APB | Page 108 to 111: Tool 38. Handling objections: CRAC | Page 112 to 113: Tool 39. Winning tactics when faced with: “it’s too expensive” | Page 114 to 115: Tool 40. Closing techniques | Page 116 to 117: Tool 41. Additional selling | Page 118 to 119: Presentation | Page 120 to 123: Tool 42. Decision group analysis | Page 124 to 125: Stéphane Mercier – Tool 43. Influence strategy | Page 126 to 127: Tool 44. Summary of the written offer | Page 128 to 129: Pascale Bélorgey – Tool 45. The product demonstration | Page 130 to 131: Tool 46. Defense of the offer | Page 132 to 135: Tool 47. Adapting the presentation with Process Com® | Page 136 to 137: Stéphane Mercier – Presentation | Page 138 to 139: Tool 48. The involvement of internal teams | Page 140 to 141: Tool 49. Kick-off meeting | Page 142 to 143: Tool 50. End of project meeting | Page 144 to 145: Pascale Bélorgey and Stéphane Mercier – Tool 51. Monitoring customer satisfaction | Page 146 to 149: Tool 52. Handling complaints and disputes | Page 150 to 151: Tool 53. Solving a customer problem | Page 152 to 153: Stéphane Mercier – Tool 54. Tracking changes to the contract | Page 154 to 155: Pascale Bélorgey and Stéphane Mercier – Presentation | Page 156 to 157: Stéphane Mercier – Tool 55. Arguments and conditions matrix: MAC | Page 158 to 159: Tool 56. The matrix of concessions and counterparties | Page 160 to 161: Tool 57. Analysis of the balance of power | Page 162 to 163: Pascale Bélorgey and Stéphane Mercier – Tool 58. The customer purchasing matrix | Page 164 to 165: Pascale Bélorgey and Stéphane Mercier – Tool 59. The buyer’s overall budget: the TCO | Page 166 to 167: Presentation | Page 168 to 169: Tool 60. Winning behavior | Page 170 to 173: Pascale Bélorgey – Tool 61. The first effective response | Page 174 to 175: Stéphane Mercier – Tool 62. Negotiation ground | Page 176 to 177: Pascale Bélorgey and Stéphane Mercier – Tool 63. Engagement tactics | Page 178 to 179: Tool 64. The win/win strategy | Page 180 to 181: Tool 65. Withdrawal tactics | Page 182 to 185: Stéphane Mercier – Tool 66. The seven traps of buyers | Page 186 to 187: Bibliography | Page 189 to 192: End pages.
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