Description
Effective Industrial Selling demonstrates how to sell industrial products more successfully in a challenging and competitive marketplace.
The book reveals that industrial selling can be as fulfilling and personally rewarding as its consumer counterpart. In it Malcolm McDonald shows in simple terms how industrial salespeople can not only develop their skills and improve their performance, but also cultivate an attitude for genuine success.
โข Contains a unique self-help approach to industrial selling.
โข Each chapter is backed up with case studies and exercises to help the reader to turn the words on paper into actionable propositions.
โข Exercises in the book come complete with answer sections.
โข Gets the fundamentals right for the building of a successful career in industrial selling.
In the book, readers will find practical information on how to come to terms with the industrial buying process, from the customer's point of view, in order to reach a psychological par with buyers. On creative ways to expand into wider markets. On foolproof methods for opening the sales interview. On handling buyers' objections in a positive way. And, of course, on how to close the sale.
