The Practical Systems Approach Casebook on Sales and Selling (Paperback)
Idioma: inglés
Editorial: Independently Published, 2026
- Tapa blanda
- Nuevo
Librería: Grand Eagle Retail, Bensenville, IL, Estados Unidos de AmericaGrand Eagle Retail
Vendedor de IberLibro desde 12 de octubre de 2005
Condición: Nuevo
EUR 175,67
Cantidad disponible: 1 disponible
Añadir al carritoDescripción del artículo del vendedor
Paperback. Knowing how selling works is one thing.Knowing what to do when a prospect hesitates, a pipeline stalls, qualification is unclear, an opportunity loses momentum, or a negotiation suddenly changes is another.The Practical Systems Approach Casebook on Sales and Selling turns sales principles into decisions, problems, exercises, and realistic selling situations.Designed for sales professionals, students, managers, entrepreneurs, business-development teams, and anyone seeking a more disciplined approach to selling, this casebook treats sales as an interconnected system rather than a collection of isolated techniques.Inside, you'll work through cases involving: - Prospecting and opportunity creation- Target-market selection- Lead prioritization- Initial outreach- Qualification- Discovery conversations- Identifying customer needs- Asking better questions- Value creation and positioning- Presentations and demonstrations- Managing objections- Follow-up- Pipeline development- Opportunity progression- Sales forecasting- Negotiation- Pricing discussions- Closing decisions- Stalled opportunities- Lost deals- Account development- Customer retention- Sales metrics- Performance analysis- Process improvement- Ethical selling decisionsThe emphasis throughout is application.What should the salesperson do next?Is the opportunity actually qualified?Which information is still missing?Where has the sales process broken down?Should the salesperson continue pursuing the deal-or redirect time elsewhere?What is creating resistance?Which action would move the opportunity forward?And how can the lesson from one sale improve the entire selling system?Rather than simply telling readers what good salespeople should do, this casebook places them inside realistic situations and asks them to analyze the problem, make a decision, and justify their approach.Cases can be used individually or as part of a larger progressive sales system in which prospecting feeds qualification, qualification shapes discovery, discovery supports value creation, and each stage affects pipeline health, negotiation, closing, and long-term performance.Whether you're studying professional selling, training a sales team, developing your own sales process, or strengthening your decision-making in live opportunities, this book provides a practical environment for testing sales judgment before the stakes are real.Study the situation.Identify the breakdown.Choose the next action.Measure the result.Improve the system.This book is an independent educational resource. Sales outcomes depend on many factors, including market conditions, product-market fit, pricing, competition, customer circumstances, execution, and individual judgment. No particular technique, framework, or exercise guarantees sales performance or business results. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. …
N° de ref. del artículo 9798178171394
- Título
- The Practical Systems Approach Casebook on Sales and Selling (Paperback)
- Autor
- Nolan T. Mercerfield
- Editorial
- Independently Published
- Año de publicación
- 2026
- Estado
- new
- Encuadernación
- Paperback
- Idioma
- inglés
- ISBN 13
- 9798178171394
Knowing how selling works is one thing.
Knowing what to do when a prospect hesitates, a pipeline stalls, qualification is unclear, an opportunity loses momentum, or a negotiation suddenly changes is another.
The Practical Systems Approach Casebook on Sales and Selling turns sales principles into decisions, problems, exercises, and realistic selling situations.
Designed for sales professionals, students, managers, entrepreneurs, business-development teams, and anyone seeking a more disciplined approach to selling, this casebook treats sales as an interconnected system rather than a collection of isolated techniques.
Inside, you'll work through cases involving:
• Prospecting and opportunity creation
• Target-market selection
• Lead prioritization
• Initial outreach
• Qualification
• Discovery conversations
• Identifying customer needs
• Asking better questions
• Value creation and positioning
• Presentations and demonstrations
• Managing objections
• Follow-up
• Pipeline development
• Opportunity progression
• Sales forecasting
• Negotiation
• Pricing discussions
• Closing decisions
• Stalled opportunities
• Lost deals
• Account development
• Customer retention
• Sales metrics
• Performance analysis
• Process improvement
• Ethical selling decisions
The emphasis throughout is application.
What should the salesperson do next?
Is the opportunity actually qualified?
Which information is still missing?
Where has the sales process broken down?
Should the salesperson continue pursuing the deal—or redirect time elsewhere?
What is creating resistance?
Which action would move the opportunity forward?
And how can the lesson from one sale improve the entire selling system?
Rather than simply telling readers what good salespeople should do, this casebook places them inside realistic situations and asks them to analyze the problem, make a decision, and justify their approach.
Cases can be used individually or as part of a larger progressive sales system in which prospecting feeds qualification, qualification shapes discovery, discovery supports value creation, and each stage affects pipeline health, negotiation, closing, and long-term performance.
Whether you're studying professional selling, training a sales team, developing your own sales process, or strengthening your decision-making in live opportunities, this book provides a practical environment for testing sales judgment before the stakes are real.
Study the situation.
Identify the breakdown.
Choose the next action.
Measure the result.
Improve the system.
This book is an independent educational resource. Sales outcomes depend on many factors, including market conditions, product-market fit, pricing, competition, customer circumstances, execution, and individual judgment. No particular technique, framework, or exercise guarantees sales performance or business results.
“Sinopsis” puede pertenecer a otra edición de este título.
Grand Eagle Retail
Bensenville, IL, Estados Unidos de America
Vendedor de IberLibro desde 12 de octubre de 2005
Tarifas de envío en Estados Unidos de America
| Artículo | De 6 a 14 días hábiles | De 6 a 16 días hábiles |
|---|---|---|
| Primer artículo | EUR 0,00 | EUR 0,00 |
Métodos de pago
Información empresarial del vendedor
APOLLO ONLINE CORP.
605 Geddes Street
Wilmington, DE Estados Unidos de America 19805
Condiciones de venta
We guarantee the condition of every book as it¿s described on the Abebooks web sites. If you¿ve changed
your mind about a book that you¿ve ordered, please use the Ask bookseller a question link to contact us
and we¿ll respond within 2 business days.
Books ship from California and Michigan.
Derecho al desistimiento
Si es un consumidor, puede rescindir el contrato de acuerdo con lo siguiente. Por consumidor se entiende cualquier persona física que actúe con fines ajenos a su actividad comercial, empresarial, oficio o profesión.
Información sobre el derecho de desistimiento
Derecho legal de desistimiento
Tiene derecho a rescindir este contrato en un plazo de 14 días sin dar ningún motivo.
El periodo de desistimiento vencerá a los 14 días desde que usted, o un tercero que no sea el transportista e indicado por usted, adquiera la posesión física del último bien o del último lote o pieza.
Para ejercer el derecho de desistimiento, complete de forma electrónica y envíe una declaración clara en nuestro sitio web, desde "Mis compras" en "Mi cuenta". Le enviaremos sin demora un acuse de recibo de dicho desistimiento a través de un soporte duradero (por ejemplo, por correo electrónico).
Para cumplir con el plazo de desistimiento, basta con que envíe su comunicación relativa al ejercicio del derecho de desistimiento antes de que venza el periodo de desistimiento.
Efectos del desistimiento
Si rescinde este contrato, le reembolsaremos todos los pagos que hayamos recibido de usted, incluidos los gastos de envío (excepto los gastos adicionales que surjan si elige un tipo de envío que no sea el tipo de envío estándar más económico que ofrecemos).
Podemos hacer una deducción del reembolso por la pérdida de valor de cualquier bien suministrado, si la pérdida es el resultado de una manipulación innecesaria por su parte.
Efectuaremos el reembolso sin demoras indebidas y, a más tardar, 14 días después de que se nos informe de su decisión de rescindir este contrato.
Efectuaremos el reembolso utilizando el mismo medio de pago que utilizó para la transacción inicial, a menos que haya acordado expresamente lo contrario; en cualquier caso, no incurrirá en ningún cargo como resultado de dicho reembolso.
Podremos retener el reembolso hasta que hayamos recibido los bienes o hasta que nos haya presentado una prueba de que los ha devuelto, lo que ocurra primero.
Deberá devolver los bienes o entregarlos a Grand Eagle Retail, Bensenville, Illinois, U.S.A., sin demoras indebidas y, en cualquier caso, en un plazo máximo de 14 días a partir del día en que nos comunique su desistimiento del presente contrato. El plazo se cumple si devuelve la mercancía antes de que venza el periodo de 14 días. Tendrá que asumir los gastos directos de devolución de los bienes. Usted solo es responsable de la disminución del valor de los bienes como resultado de una manipulación distinta a la necesaria para establecer la naturaleza, las características y el funcionamiento de los bienes.
Excepciones al derecho de desistimiento
El derecho de desistimiento no se aplica a lo siguiente:
- La entrega de periódicos, diarios o revistas, con la excepción de los contratos de suscripción; y
- El suministro de contenido digital que no se proporcione en un soporte tangible (por ejemplo, en un CD o DVD) si, al hacer el pedido, aceptó que podíamos empezar a entregarlo y que no podría desistir una vez iniciada la entrega.
Condiciones de envío
Orders usually ship within 2 business days. All books within the US ship free of charge. Delivery is 4-14 business days anywhere in the United States.
Books ship from California and Michigan.
If your book order is heavy or oversized, we may contact you to let you know extra shipping is required.