Sales Foundation - Sorin Dumitrascu - Bog

n Sales Foundation: A Practical Guide by Sorin Dumitrascu, readers will learn that this respect should be present throughout the entire sales cycle, from the moment a potential customer is identified to the point when a sale is successfully closed. This book provides a comprehensive guide to developing a successful and sustainable sales strategy in today's competitive marketplace. The author emphasizes the importance of the symbiotic relationship between sales and marketing and highlights key competencies that can benefit a sales professional. Readers will explore trends that influence the current sales environment and how these have changed the buyer-seller relationship. With an understanding of consumer buying behavior and the buying decision process, readers will be equipped with the tools they need to close sales and build a relationship of trust with their customers. The book is structured to take readers through the four steps of developing a sales strategy: analyzing the competition, segmenting customers, creating value propositions, and developing a sales process. The final topic allows readers to put all the steps together and demonstrate their knowledge. In addition, the book covers activities done in steps four to six of the sales process - presenting, discovering, and closing. Readers will learn how to prepare and deliver effective sales presentations, prepare for a negotiation, and close a sale with appropriate closing methods for each sales situation. Overall, Sales Foundation: A Practical Guide is an excellent resource for both new and experienced sales professionals who want to develop a successful sales strategy that prioritizes respect and trust with clients.