The markets are saturated and the products increasingly uniform. A new, hypercritical and more demanding generation of customers has arrived. A salesperson increasingly has to advise and consult, while negotiations are becoming more complex. It is against this backdrop that a new type of salesperson has emerged – the top selling professional. These salespeople know that only optimal planning and negotiation expertise can lead to long-term success in selling. They have studied psychology, are excellent communicators and good strategists. They know how to best use their active selling time and generate the largest possible success. Werner Katzengruber’s book proffers a holistic view of the topic, pointing out the chances and risks, prerequisites and tools for a new era in selling. In so doing, he attaches the same importance to the latest results from psychology as to the trends resulting, for example, from globalization and electronic media. He elucidates profound scientific knowledge in a practical manner, concisely, clearly and lucidly. Topics covered: Mega-trends in our selling world; Developing a personal sales strategy; Optimizing one’s own sales processes; Negotiation strategies for a Top Selling Professional; Mastering discussions of price.
Book Details:
- Author: Werner Katzengruber
- ISBN: 9783527664771
- Year Published: 2012
- Pages: 255
- BISAC: BUS041000, BUSINESS & ECONOMICS/Management
About the Book and Topic:
The markets are saturated and the products increasingly uniform. A new, hypercritical and more demanding generation of customers has arrived. A salesperson increasingly has to advise and consult, while negotiations are becoming more complex. It is against this backdrop that a new type of salesperson has emerged – the top selling professional. These salespeople know that only optimal planning and negotiation expertise can lead to long-term success in selling. They have studied psychology, are excellent communicators and good strategists. They know how to best use their active selling time and generate the largest possible success. Werner Katzengruber’s book proffers a holistic view of the topic, pointing out the chances and risks, prerequisites and tools for a new era in selling. In so doing, he attaches the same importance to the latest results from psychology as to the trends resulting, for example, from globalization and electronic media. He elucidates profound scientific knowledge in a practical manner, concisely, clearly and lucidly. Topics covered: Mega-trends in our selling world; Developing a personal sales strategy; Optimizing one’s own sales processes; Negotiation strategies for a Top Selling Professional; Mastering discussions of price.
A new type of salesperson has emerged – the top selling professional. Planning and negotiation expertise, psychological know-how and communicative skills are the basis for a new generation of sellers. Werner Katzengruber’s book is a holistic view of the complexity of selling: – Which mega-trends are changing our sales world. – How the latest results from psychology influence negotiations. – How you can plan for success. – How to develop your personal sales strategy. – What to do in order to optimize sales processes. – By what means you can improve your negotiation strategies. – How to master discussions over prices.
About the Author
During his studies of psychology and economics, Werner Katzengruber gained various therapeutic qualifications and trained as a coach in the USA. Following different functions in sales and marketing organizations and five years as a manager in an international consultancy, he founded the RayCon Consulting Group in 1998. Known in the media as “Personality Coach No. 1” he works for public organizations, enterprises and nonprofit organizations. Numerous international companies make use of his strategies and models in sales and marketing, as well as in human resources and organizational development. The clients he serves as a coach are to be found in the fields of politics, business, media and sport, e.g. Arcor, Endemol, Fujitsu Siemens, McDonalds, ProSiebenSat.1 and Vodafone D2.