| ISBN： | 9781264965823 |
|---|
| 编目源： | DLC DLC OCLCF OCLCO OKX |
|---|
| 个人名称： | Vazzana, Michelle, |
|---|
| 题名： | The sales agility code : deploy situational fluency to win more sales / Edited by Michelle V. Vazzana, PhD and Lisa Sottosanti Doyle. |
|---|
| 版本说明： | 1 Edition. |
|---|
| 出版发行项： | New York : McGraw Hill, [2023] |
|---|
| 载体形态： | xv, 280 pages : illustrations ; 24 cm |
|---|
| 书目附注： | Includes bibliographical references and index. |
|---|
| 格式化内容附注： | Introduction: The death of the one-size-fits-all approach and the birth of an agile era -- Part I. Debunking the myth of the "one perfect sales methodology." Chaos is the new normal ; The three levels of sales agility and the sales agility research journey -- Part II. Foundational sales agility. Getting into the buyer's mindset ; Assessing the buying situation ; Choosing, planning, and executing sales conversations across the buying journey -- Part III. The pillars of sales agility. Situational agility and the components of the agility enablement system ; An examination of situational intelligence ; Situational readiness ; Fluency: the most important "F" word in sales -- Part IV. Situational sales agility. Assessing: gathering intelligence on the buying situation ; Choosing and executing situational sales agility -- Part V. The path to sales expertise. Coaching sales agility ; How salespeople become experts ; Gaining precise insights: the role of machine learning ; Appendix: Details of the sales agility research journey. |
|---|