Selling ASAP: Art, Science, Agility, Performance / Edition 1

by Eli Jones, Larry Chonko, Fern Jones, Carl Stevens

Overview

Selling ASAP combines both timely and timeless components of selling to help professionals achieve their sales objectives in today's fast-paced business world. As the authors demonstrate, rapidly changing customer expectations have led to a dramatic shift in the business of selling. Customers no longer want product experts—they want trusted advisors. This invaluable guide stresses the importance of viewing a sale not as a one-time encounter but as an opportunity to build a long-lasting, mutually beneficial relationship.

Utilizing sound academic research and solid business practices, the authors provide strategies for better anticipating client needs and prescribing solutions that build value over time. The professional edition of Selling ASAP includes numerous practical tips, such as how to behave during a sales call, what language to use or avoid, and how to complete a transaction and begin a profitable business relationship. In addition to covering the fundamentals, Selling ASAP offers innovative sales techniques—backed by extensive research—for the modern salesperson.

Product Details

ISBN-13:	9780807144275
Publisher:	Louisiana State University Press
Publication date:	03/05/2012
Edition description:	Profession
Pages:	216
Product dimensions:	6.20(w) x 9.30(h) x 0.90(d)

About the Author

Eli Jones is professor of marketing, dean of Mays Business School, and Lowry and Peggy Mays Eminent Scholar at Texas A&M University. Before becoming a professor, he worked in sales and sales management for three Fortune 100 companies. Dr. Jones has designed and taught corporate sales and sales management training courses around the world.

Larry Chonko is the Thomas McMahon Professor of Business Ethics at the University of Texas at Arlington. Dr. Chonko is the author or coauthor of fifteen books.

Fern Jones manages Eli Jones & Associates, Inc., a sales and marketing, executive education, and research firm; and Novewave, LLC, an innovative multimedia business solutions provider.

Carl Stevens has managed sales education and consulting projects across six continents and fifty-one countries for companies including Caterpillar, Dresser, DuPont, Ford Motors, IBM, Xerox, and many more.

Table of Contents

PART ONE. UNDERSTANDING THE SALES ENVIRONMENT ASAP. 1. Selling ASAP. 2. The Changing World of Sales. 3. Selling Ethically. 4. Servicing the Customer to Build Customer Lifetime Value. PART TWO. IMPLEMENTING THE SALES PROCESS ASAP. 5. Understanding Why Buyers Buy. 6. Preparation. 7. Attention. 8. Examination. 9. Prescription. 10. Conviction and Motivation. 11. Completion and Partnering. PART THREE. MASTERING SALES AGILITY ASAP. 12. Selling to Major Accounts. 13. Managing Yourself and Your Time. Knowledge-Building Case Study: Mediquip, S.S. Glossary. Index.

Editorial Reviews

There are plenty of people who have written practical books on how to sell. And there’s an increasing number of professors and researchers who are writing good books about the theory of selling. But there are only a handful of writers worldwide who can combine theory and practice into a useful whole. Dr. Eli Jones is one of those people. On the one hand, he is a distinguished professor and a well-respected academic. This makes for sound insights and a balanced perspective. On the other hand, he’s had an equally distinguished career in sales, working for a number of leading companies. This makes his advice street-smart and credible. The combination is a thoroughly useful book that will help those people who are looking to improve their selling.

Neil Rackham

Selling ASAP should be recommended reading for every salesperson who aspires to become a true professional. Sales managers should share this book with every salesperson in the company. Why? Because Selling ASAP clearly focuses on the most critical skills, strategies, and tactics salespeople need to win in today’s tough business environment. Eli Jones and his colleagues will help you get a seat at the table where the decisions are made that will positively impact the destiny of your company.

Gerhard Gschwandtner

A dynamic book that gives you the components of mastering sales success in a rapidly changing sales environment.

Tom Ziglar

Eli Jones has been a pioneer in the dramatic passage of a sales career from peddler to promoter to professional. He has the credentials, having carried the bag for great companies like Quaker Oats, Nabisco, and Frito-Lay. But that was just the start. He continued well past serving a particular customer to developing the salespeople who will serve the more demanding customers of the future. As a professor, then as a center and institute director, he was a visionary with both the foresight and courage to develop one of the original university sales curricula. It’s possible that he may be responsible for developing more professional salespeople than any other. His success has led to achieving the status of a ‘dean’ in his profession. His perspective is invaluable; his insights will be game changing. If you aspire to sales leadership, you should aspire to Selling ASAP.

Howard P. Stevens