This book is not a traditional book on sales. The focus is tactical as well as strategic. Big questions are answered. How do capital goods need to be sold? What sales approach and tactics are recommended? What's the difference between a standard versus engineered to order product approach? How can a company's strategy be developed into a sustainable model that supports aggressive sales? How can profitable growth be achieved in cyclical or slow growth markets? What pitfalls must be avoided?
The book combines sales tactics and company strategy in a unique way and shows how they must complement each other for true success. Building on real world turbo-machinery examples in the Energy industries, business theory as well as engineering tips and tricks are woven together to form a holistic picture of how to execute business correctly. Companies who succeed by incorporating these principles will be discussed. Real life examples will be shown on companies who succeed by embracing these principles and those that don't.
Features and Benefits
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Classification of Customers to improve sales strategy
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Enhanced Sales Tactics
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Ethical and Cross Cultural Sales
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Improved Product Positioning
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Superior Service Supporting Sales
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Operational Excellence
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Unifying Company Strategy
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Dos and Don'ts on Mergers & Acquisitions
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Incentivizing Sales Teams
Audience
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Sales
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Marketing
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Proposal or Application Engineers
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Management
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Operations
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Logistics
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Service
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Human Resources
Figures
Preface
Chapter 1 : The Great Industrial Complex
Chapter 2 : Reading the Market
Chapter 3 : Critical Setup : Engineering
Chapter 4 : Key to Happiness : Service
Chapter 5 : Tip of the Sword : Sales
Chapter 6 : Cutting Edge : Proposals
Chapter 7 : The Perfect World : Operations
Chapter 8 : Grow the Business : Strategy
Chapter 9 : Conclusions
Definitions
References
About the Author
Index
