January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Qualifying Prospects and Accounts
9.3 Describe criteria for qualifying prospects and accounts
One of the most important keys to success in personal selling is the ability to qualify prospects. Qualifying is the process of identifying prospects who appear to have a need for your product and should be contacted. Top salespeople use good research and analysis skills to qualify leads effectively.28
The qualifying process is also the first opportunity to consider what the needs of the buyer might be, and how those needs match with the product characteristics being sold.29 Some sales organizations link the qualifying process with the need discovery step in the consultative sales process. In most cases, this linkage will depend on the nature and ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.