ExpressExec is over 3 million words of the freshest essential management thinking uniquely presented in ‘modular’ format. Content from 120 books can be sliced and diced to create a fully customised, state-of-the-art resource. Written by leading experts in their field and commissioned specifically for ExpressExec, the knowledge imparted provides executives with the tools and skills to increase their contribution to an organisation. Each title gives you the key concepts behind the subject and the techniques to implement the ideas effectively, together with lessons from benchmark companies and ideas from the world’s smartest thinkers. ExpressExec is a perfect learning solution for people who need to master the latest business thinking and practice quickly. Clever cross-referencing and eye catching design result in the simplest means to access the most comprehensive library of management thinking ever written. Available in print, e-book, online and as a knowledge-management solution. The 12 modules are: 1. Innovation, 2. Enterprise, 3. Strategy, 4. Marketing, 5. Finance, 6. Operations & Technology, 7. Organizations, 8. Leading, 9. People, 10. Life & Work, 11.Training & Development, 12. Sales
Book Details:
- Author: Ken Langdon
- ISBN: 9781841125008
- Year Published: 2003
- Pages: 118
- BISAC: BUS041000, BUSINESS & ECONOMICS/Management
About the Book and Topic:
ExpressExec is over 3 million words of the freshest essential management thinking uniquely presented in ‘modular’ format. Content from 120 books can be sliced and diced to create a fully customised, state-of-the-art resource. Written by leading experts in their field and commissioned specifically for ExpressExec, the knowledge imparted provides executives with the tools and skills to increase their contribution to an organisation. Each title gives you the key concepts behind the subject and the techniques to implement the ideas effectively, together with lessons from benchmark companies and ideas from the world’s smartest thinkers. ExpressExec is a perfect learning solution for people who need to master the latest business thinking and practice quickly. Clever cross-referencing and eye catching design result in the simplest means to access the most comprehensive library of management thinking ever written. Available in print, e-book, online and as a knowledge-management solution. The 12 modules are: 1. Innovation, 2. Enterprise, 3. Strategy, 4. Marketing, 5. Finance, 6. Operations & Technology, 7. Organizations, 8. Leading, 9. People, 10. Life & Work, 11.Training & Development, 12. Sales
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people. · Fast track route to beating the competition and successfully closing complex sales. · Covers getting to grips with the technical and commercial risks that make up complex selling, understanding the needs of the buyer, effectively managing the time and resource spent in carrying out a complex sale and implementing a successful sales campaign. · Worked example of a team-built sales campaign plan. · Includes a comprehensive resources guide, key concepts and thinkers, a 10-step action plan to winning complex sales, and a section of FAQs. · Part of the next wave of ExpressExec content, which has expanded to 120 titles.
About the Author
KEN LANGDON is presently the non-executive chairman for SoftTools, a supplier of electronic Integrated Support Systems. Ken has worked for many major computer companies worldwide, including Hewlett Packard and DEC. As well as writing books, his experience as a process consultant has enabled him to help publishers and authors to improve the way that they translate business concepts into books and electronic tools.