Golden Circle Secrets: How to Achieve Consistent Sales Success Through Customer Values & ExpectationsJohn Wiley & Sons, 2005/04/15 - 174 ページ A father and son sales team reveal the secrets of sales success In Golden Circle Secrets, father-and-son team Dale and Ben Midgley show management and the sales team how to achieve consistent success in sales. Based on a unique new strategy that responds to customer values and expectations, the Midgleys reveal how sales and management are inseparable components of sales success that must work in tandem to produce consistent results for an organization. Sales increase when management and its sales force are on the same page. The "golden circle" is based on a customer-oriented business system specifically designed to help companies attract and satisfy customers and energize employees, while maintaining a consistently healthy level of profits. |
目次
| 1 | |
Chapter 2 Sales and Your Corporate Culture | 13 |
Chapter 3 The Sales Process in Depth | 29 |
Chapter 4 Sales Authenticity and Customer Connection | 45 |
Chapter 5 Prospective Customer Service | 59 |
Chapter 6 WorldClass Care | 75 |
Chapter 7 Relationship | 87 |
Chapter 8 Referral | 99 |
Chapter 9 How It Began Bens Golden Circle Parable | 119 |
Chapter 10 Dales Golden Circle Words to Live By | 137 |
References | 161 |
About the Authors | 163 |
Index | 167 |
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人気のある引用
154 ページ - There is," says Robert Waters, "no success without honor; no happiness without a clear conscience; no use in living at all if only for one's self. It is not at all necessary for you to make a fortune, but it is necessary, absolutely necessary, that you should become a fair-dealing, honorable, useful man, radiating goodness and cheerfulness wherever you go, and making your life a blessing.
49 ページ - Kahneman ("for having integrated insights from psychological research into economic science, especially concerning human judgment and decision-making under uncertainty...
59 ページ - Success in most things depends on knowing how long it takes to succeed. — Montesquieu. Perpetual pushing and assurance put a difficulty out of countenance, and make a seeming impossibility give way. — Jeremy Collier. "Unstable as water, thou shalt not excel.
75 ページ - Madame Jay, if probity did not exist, we ought to invent it as the best means of getting rich.
ix ページ - When one cultivates to the utmost the capabilities of his nature and exercises them on the principle of reciprocity, he is not far from the path. What you do not want done to yourself, do not do unto others.
137 ページ - No amount of ability is of the slightest avail without honor. —Andrew Carnegie...
41 ページ - Critical to Quality (CTQ): A feature in a product that's important to customers. Such a feature can be translated to processes for delivering the feature. The term is used in connection with Six-Sigma efforts to improve processes. CRM: Customer Relationship Management. "CRM aligns business processes with customer strategies to build customer loyalty and increase profits over time.