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By Howard Stevens

"Achieve revenues Supremacy" examines the recent paradigm of business-to-business revenues, and descriptions the seven practices revenues execs and companies needs to embody to have an international classification revenues strength. according to exhaustive learn, "Achieve revenues Supremacy", is the results of a ten-year research through The HR Chally staff, a number of Fortune 500 businesses and The foreign Benchmarking Clearing apartment which requested company buyers, the most important constituent crew revenues humans, to outline the characteristics of global classification revenues companies. Their rankings have been proven and reinforced through over 70,000 person interviews and correlated opposed to HR Chally's proprietary database of 300,000 revenues expert profiles, the most important on the planet. "Achieve revenues Supremacy" pinpoints the 3 wishes of shoppers, that are the using forces within the new surroundings, the seller's responses to this new industry and seven most sensible perform benchmarks of worldwide type revenues businesses and salespeople.

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Extra info for Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional

Sample text

The Wall Street Journal recently reported that DuPont uses lawyers in India to help draft its patent applications; DirectoryM, an online marketing firm, offshored legal research to India. 8 This is not a harangue against offshoring. That is an economic trend that is driven by globalization, and it is simply one of the realities of free market economies. Rather, it is evidence to support the increasing proportion of sales jobs in our economy as a whole. As other professions are offshored, the sales job category will grow in relative size and importance.

In a more direct manner than in most other business careers, your success as a salesperson is in the hands of your customers. Everything else that we identify with sales excellence is actually an indirect source of success. The offering price, the features of the offering, the value that the offering delivers, and especially, the skills and behaviors of the salesperson are all aimed at influencing the customer’s decision to buy. These attributes do not create sales success in and of themselves.

As other professions are offshored, the sales job category will grow in relative size and importance. These jobs will account for a larger percentage of our overall work force. Retail sales and, more important for our purposes in this book, face-to-face professional sales, usually won’t lend themselves to outsourcing overseas. They both require immediacy and realtime interaction. Further, sellers will be loath to outsource a function that will increasingly be seen as a core competency. That translates into both a continuing shortage and an evergrowing demand for sales effectiveness.

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