Our environment is constantly changing new technologies, changes in purchasing behaviour, instantaneous information available to almost everyone, public health issues…
In this highly competitive context, the sales function is more than ever the driving force of the company, which is looking for professional salespersons capable of adapting, selling successfully and achieving their objectives.
Our environment is constantly changing new technologies, changes in purchasing behaviour, instantaneous information available to almost everyone, public health issues…
In this highly competitive context, the sales function is more than ever the driving force of the company, which is looking for professional salespersons capable of adapting, selling successfully and achieving their objectives.
To effectively meet these challenges, the salesperson needs to be prepared and to have tools that can be quickly used and adapted to the following situations:
➜ Prospecting,
➜ Preparing appointments,
➜ The discovery of needs,
➜ Argumentation,
➜ Negotiation,
➜ Building customer loyalty.
Throughout the pages, and in a dialogue between Olivia, a future salesperson, and the authors, this book helps readers to successfully tackle the sales situations they will encounter on a daily basis.
The book is illustrated with examples, expert advice and "tried and tested" practical sales techniques.
LES AUTEURS :
GIFFARD Pierre-Olivier is a teacher and Director of the Marketing, Entrepreneurship and Business Development Department at ESCE International Business School. He is also responsible for the Business Engineering Specialization in master’s degree.
BURGESS Mike is a seasoned salesperson adding his experience of selling high performance chemicals in diverse industries such as wood-glues, surfactants and chemicals for the paper industry.
Leadership with Soul is written for established and aspiring business leaders in all shapes and sizes of organisation, within every market category and industry sector around the world. Anyone, from a management student to a global CEO, who wants to become a more inspirational leader and achieve better outcomes, will benefit from reading this book.
Pierre-Olivier GIFFARD est enseignant et directeur du département Marketing, Entrepreneuriat et Développement commercial à l’ESCE International Business School. Il est également responsable de la spécialisation en Master « Ingénierie d’affaires »
Raphaël De VITTORIS consacre son travail à la discipline de la gestion de crise qu’il pratique et étudie depuis 2015. Docteur en Sciences de Gestion, il est à la fois Group Crisis Manager de Michelin, Enseignant-Chercheur en gestion de crise et fondateur d’Antifragile.fr. Il est l’auteur de « Surmonter les crises : idées reçues et vraies pistes pour les entreprises » paru aux Eds.
Wine is indeed a mystery. When a bunch of grapes is transformed into wine, it becomes a sparkling and colourful object of subtle and heady desire. Wine is a living, multifaceted and complex product.
Avec la 4e révolution industrielle, de nombreux emplois vont disparaître, et contrairement aux autres révolutions industrielles, les personnes touchées ne seront pas uniquement les moins qualifiées : en plus des manutentionnaires, des hôtes de caisse et des secrétaires, le numérique pourrait bien faire disparaître les médecins, les avocats, et les banquiers.
Leadership with Soul is written for established and aspiring business leaders in all shapes and sizes of organisation, within every market category and industry sector around the world. Anyone, from a management student to a global CEO, who wants to become a more inspirational leader and achieve better outcomes, will benefit from reading this book.
Pierre-Olivier GIFFARD est enseignant et directeur du département Marketing, Entrepreneuriat et Développement commercial à l’ESCE International Business School. Il est également responsable de la spécialisation en Master « Ingénierie d’affaires »
Raphaël De VITTORIS consacre son travail à la discipline de la gestion de crise qu’il pratique et étudie depuis 2015. Docteur en Sciences de Gestion, il est à la fois Group Crisis Manager de Michelin, Enseignant-Chercheur en gestion de crise et fondateur d’Antifragile.fr. Il est l’auteur de « Surmonter les crises : idées reçues et vraies pistes pour les entreprises » paru aux Eds.
Wine is indeed a mystery. When a bunch of grapes is transformed into wine, it becomes a sparkling and colourful object of subtle and heady desire. Wine is a living, multifaceted and complex product.
Avec la 4e révolution industrielle, de nombreux emplois vont disparaître, et contrairement aux autres révolutions industrielles, les personnes touchées ne seront pas uniquement les moins qualifiées : en plus des manutentionnaires, des hôtes de caisse et des secrétaires, le numérique pourrait bien faire disparaître les médecins, les avocats, et les banquiers.
Leadership with Soul is written for established and aspiring business leaders in all shapes and sizes of organisation, within every market category and industry sector around the world. Anyone, from a management student to a global CEO, who wants to become a more inspirational leader and achieve better outcomes, will benefit from reading this book.
Pierre-Olivier GIFFARD est enseignant et directeur du département Marketing, Entrepreneuriat et Développement commercial à l’ESCE International Business School. Il est également responsable de la spécialisation en Master « Ingénierie d’affaires »