The Three Traps of Selling Conventionally In A Complex New World

Topics:
Account Management
Tags:
Sales,
Sales Force Management,
Sales Process,
Sales Strategy
Source:
The Alexander Group

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Overview: From the executive summary: ‘Prospect, qualify, present and close. These are the basic elements of the conventional sales process that most sales organizations and salespeople still follow today. The conventional sales process is the most widely used selling paradigm for good reason: it works. That is, it works if there is a simple sale. In the dynamically changing contemporary business world, sales executives must deal with complex problems and correspondingly complex solutions that involve multiple decisions and multiple decision makers.’ The paper examines three pitfalls of following the conventional selling approach in modern times.

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Format: HTML | Date: Jan 2003 | Pages: 1

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