The Secrets of Selling: How to win in any sales situation > So how do you network around the account? > Assess the value of the relationships you already have - Pg. : Safari Books Online

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The Secrets of Selling: How to win in any sales situation

The Secrets of Selling: How to win in any sales situation

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Contents

Financial Times Prentice Hall

Acknowledgements

Introduction: So what is this book about and how will it help you?

Pt. 1. Sales Meetings and Sales Proposals

Pt. 2. How to find New Business

Pt. 3. Becoming a Complete Salesperson

Ch. 11. How to brand and advertise your company effectively

Ch. 12. Presentations, away-days and exhibitions

Ch. 13. Getting the most from the media

Ch. 14. Tips on beating the competition

Ch. 15. How to measure performance

Ch. 16. Tips on managing your contacts

Ch. 17. Tips on managing large accounts

Get more background information on the company

So how do you network around the account?

Assess the value of the relationships you already have

Get help from the people you already know in the account

Write a one-page summary of the work you have done in that account

Ways to get extra work from these contacts

When a team runs the account

Ch. 18. Tips on negotiation

Ch. 19. How to sort the contracts stage painlessly

Ch. 20. So what makes the difference between average and top-flight sales performance?

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Assess the value of the relationships you already have

A good way to start is to classify each contact. Most of your contacts will fall comfortably into one of the following five categories:

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