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Selling in the New World of Business

Selling in the New World of Business by Bob Kimball
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Doing business the old-fashioned way is a thing of the past!

Selling in the New World of Business presents a practical look at how technology has changed the way we sell and the changes an outside sales professional has to make to stay on top. Written in a straightforward style with a touch of humor, the book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in today’s highly competitive business environment. This insightful book shows you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and how to negotiate a sales relationship that works instead of just haggling over terms and conditions.

As they swap e-mails with prospective business partners, file reports electronically, master the fundamentals of Power Point, and browse Web sites that offer guidance on everything from selling tips to stock market tips, most professional salespeople will tell you that the essence of selling really hasn’t changed—selling is selling. But Selling in the New World of Business details how (and why) every aspect of the process of selling has been affected by the revolution in technology and explains why (and how) every sales professional must adapt. The book presents plans to develop skills for prospect-focused presentations and strategies for negotiating profitable sales and includes action plan assessments, practice examples, hypothetical dialogues, and innovative applications of technology.

Selling in the New World of Business also presents key concepts for building a foundation of business strategies and tactics, including:
* The New Age Willy Loman
* Everything’s the Same, Only Different
* Being a Supplier or Being a Partner
* Know What You Need to Know and Where to Get It
* Evaluate Your Company and the Company You Keep

Selling in the New World of Business is an invaluable tool for sales professionals and academics working in business-related fields.

Haworth Press; January 2004
249 pages; ISBN 9780789033123
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Title: Selling in the New World of Business
Author: Bob Kimball; Jerold Buck Hall