10. Path to Effective Business Development

7/21/2019 10. Path to Effective Business Development

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LEARN. PERFORM. GROW.

Path to Efective BusinessPath to Efective BusinessDevelopmentDevelopment


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Transactional Sale Consultative Sale

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Price

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ative

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ale

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ale

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!chievelo&al!chievelo&al researchresearch

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-i/her sales revenues-i/her sales revenues

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*hat customers appreciate most in the case o a sales*hat customers appreciate most in the case o a salesrepresentativerepresentative

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aachievechieveglobalglobalpoint of viewpoint of view

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The path to e7cienc% in salesThe path to e7cienc% in sales

8,8, DeDeine and clari% the value +e ofer toine and clari% the value +e ofer tocustomerscustomers

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appreciate the products or services +e sellappreciate the products or services +e sell

:,:, De;De;ne CRP , !!ssuressure organizational efciencyorganizational efciency that sustain thethat sustain thedevelopment o the relation +ith the customersdevelopment o the relation +ith the customers

?, !ssure individual efciency that sustain thedevelopment o the relation +ith the customers


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9, "denti% and understand customers thatappreciate the products or services +e sell

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?,?, !ssure individual efciency that sustainthe development o the relation +ith thecustomers

!ttitude6"ndividual

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The path to e7cienc% in salesThe path to e7cienc% in sales

VAVALUELUE

Customer Relationship Process,,,consist of a chain of

interactions... each of them containing

dening moments

S3ills!ttitude2no+led/e"ndividualE7cienc%6 6

"nrastructur

e

CultureStrate/% 6'r/aniHation

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Cosmin MoldeGCosmin MoldeG44

Senior ConsultantSenior Consultant

ccosmin.joldesosmin.joldes

@[email protected]

Than3 %ouThan3 %ou


Copyright 2006 AchieveGlobal , Inc.
mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]

10. Path to Effective Business Development

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