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Generational Selling Tactics That Work: Quick and Dirty Secrets for Selling to Any Age Group

  • Fester Einband
  • 241 Seiten
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Informationen zum Autor Cam Marston is founder and President of Generational Insights. He is a consultant and author who has worke... Weiterlesen
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Beschreibung

Informationen zum Autor Cam Marston is founder and President of Generational Insights. He is a consultant and author who has worked with Fortune 500 companies and small businesses throughout the world to improve sales and marketing efforts to targeted demographics and generations. He has presented his findings to audiences ranging from small local associations and businesses to a handful of Fortune 500 executives in a corporate boardroom. For more information, please visit www.generationalinsights.com. Klappentext Praise for Generational Selling Tactics That Work"Anyone not closing 30 percent or more new sales after reading this important work is missing the best opportunity any business has had in a long time. Marston has laid out a clear path for understanding what makes each generation's communication preferences so easy to respond to. Marston just may have given us the sales tool that will catapult our sales to levels previously unimagined."--Randy S. Dewing, Senior Business Solutions Manager, North America, Fortune 200 Company"Cam Marston's latest work of genius on selling to generations is a must-have road map for every sales manager who wants to have the secret to closing a sale. This toolkit contains priceless wisdom on how to create customer engagement with all ages. Generational selling skills are as important to sales and marketing as they are to effective leadership. This book is a winner!"--Phebe Farrow Port, SVP Global Management Strategies, The Estée Lauder Companies"Generational Selling Tactics that Work is essential reading for anyone in sales or in the negotiation process, regardless of industry. With an understanding of the different generational characteristics, the salesperson or marketing manager is able to develop a more efficient sales and marketing message."--Steven M. Anderson, Contract Marketing and Specialty Products Manager, GE Appliances"I believe great salespeople have a commonality: they pursue tools that hone their skills so they can best serve their customers. Cam's easy-to-read, easy-to-understand, and easy-to-implement message should be a part of every sales representative's tool box."--Bete Johnson, Director, Business Development, CareCredit Zusammenfassung From the author of Motivating The "What's In It for Me?" Workforce. Cam Marston reveals the four generations' sales and services biases and provides simple, easy-to-execute ideas for reaching each. Inhaltsverzeichnis PREFACE ixACKNOWLEDGMENTS xiiiCHAPTER 1 Selling and the Generations: Making a Connection 1CHAPTER 2 Snapshot of Baby Boomers 27CHAPTER 3 Selling to Baby Boomers: The Search for Control 53CHAPTER 4 Snapshot of Millennials 83CHAPTER 5 Selling to Millennials: The Search for Connection 109CHAPTER 6 Snapshot of Generation X 137CHAPTER 7 Selling to Generation X: The Search for Truth 161CHAPTER 8 Snapshot of Matures 189CHAPTER 9 Selling to Matures: The Search for Quality 213CHAPTER 10 Closing the Deal: Connecting and Selling across Generational Lines 231ABOUT THE AUTHOR 241 ...

Autorentext
Cam Marston is founder and President of Generational Insights. He is a consultant and author who has worked with Fortune 500 companies and small businesses throughout the world to improve sales and marketing efforts to targeted demographics and generations. He has presented his findings to audiences ranging from small local associations and businesses to a handful of Fortune 500 executives in a corporate boardroom. For more information, please visit www.generationalinsights.com.

Klappentext
Praise for Generational Selling Tactics That Work "Anyone not closing 30 percent or more new sales after reading this important work is missing the best opportunity any business has had in a long time. Marston has laid out a clear path for understanding what makes each generation's communication preferences so easy to respond to. Marston just may have given us the sales tool that will catapult our sales to levels previously unimagined." --Randy S. Dewing, Senior Business Solutions Manager, North America, Fortune 200 Company "Cam Marston's latest work of genius on selling to generations is a must-have road map for every sales manager who wants to have the secret to closing a sale. This toolkit contains priceless wisdom on how to create customer engagement with all ages. Generational selling skills are as important to sales and marketing as they are to effective leadership. This book is a winner!" --Phebe Farrow Port, SVP Global Management Strategies, The Estée Lauder Companies "Generational Selling Tactics that Work is essential reading for anyone in sales or in the negotiation process, regardless of industry. With an understanding of the different generational characteristics, the salesperson or marketing manager is able to develop a more efficient sales and marketing message." --Steven M. Anderson, Contract Marketing and Specialty Products Manager, GE Appliances "I believe great salespeople have a commonality: they pursue tools that hone their skills so they can best serve their customers. Cam's easy-to-read, easy-to-understand, and easy-to-implement message should be a part of every sales representative's tool box." --Bete Johnson, Director, Business Development, CareCredit

Zusammenfassung
From the author of Motivating The "What's In It for Me?" Workforce. Cam Marston reveals the four generations' sales and services biases and provides simple, easy-to-execute ideas for reaching each.

Inhalt
PREFACE ix ACKNOWLEDGMENTS xiii CHAPTER 1 Selling and the Generations: Making a Connection 1 CHAPTER 2 Snapshot of Baby Boomers 27 CHAPTER 3 Selling to Baby Boomers: The Search for Control 53 CHAPTER 4 Snapshot of Millennials 83 CHAPTER 5 Selling to Millennials: The Search for Connection 109 CHAPTER 6 Snapshot of Generation X 137 CHAPTER 7 Selling to Generation X: The Search for Truth 161 CHAPTER 8 Snapshot of Matures 189 CHAPTER 9 Selling to Matures: The Search for Quality 213 CHAPTER 10 Closing the Deal: Connecting and Selling across Generational Lines 231 ABOUT THE AUTHOR 241

Produktinformationen

Titel: Generational Selling Tactics That Work: Quick and Dirty Secrets for Selling to Any Age Group
Untertitel: Quick and Dirty Secrets for Selling to Any Age Group
Autor:
EAN: 9781118018385
ISBN: 978-1-118-01838-5
Format: Fester Einband
Herausgeber: John Wiley & Sons Inc
Genre: Werbung & Marketing
Anzahl Seiten: 241
Gewicht: 435g
Größe: H234mm x B159mm x T24mm
Jahr: 2011
Auflage: 1. Auflage

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