Selling Big Ticket Items: The Master Method - Tapa blanda

Big ticket products and services -- what are they? You see big ticket items all of the time. That one-hour photo processing machine at the drug store was sold by a salesperson. The car wash that you go to is a big robotic system that was a big sale for someone and many of the components of that system (e.g. the dryers) were big ticket items when they were sold to the contractor who erected the car wash. Characteristics we find in the sale of big ticket items include. The products or services are of relatively high price. The duration of the selling process is relatively long and consists of several steps. The duration of the process that buyers go through is relatively long. The buyers are usually looking to purchase against a set of specifications - they are looking for a solution. And so there are usually steps in the selling process to learn about and get agreement on the needs and wants of the buyers . There is often a team of people on the buying side. Sometimes the salesperson needs help from others (team sales). The products often need explaining. There is usually competition to deal with. They are rarely sold from a retail store.The complexity and price of such offerings justifies the cost and selling time of a field sales force. This book provides, among other things: Show More Show Less

Michael W. Lodato Ph.D. is an accomplished expert in virtually every facet of marketing and sales, with over 45 years' experience as a company president, senior executive, Associate Professor at California Lutheran University, and as a consultant to many companies in the U.S. and Europe. His focus is to regard marketing and sales as a set of processes to be integrated, managed and improved over time. It is from this vantage point that Dr. Lodato has become a prolific author of books, booklets and other educational materials. He is the developer of · Integrated Sales Process Management, · Integrated Territory Management, · Integrated Channel Management, and · The MASTER Method of Selling. Dr. Lodato worked with clients in developing and implementing structured processes for sales management, strategic management, and product marketing management. His uniquely effective processes have been implemented at companies in the US and Europe and are now available in publications and on his web site, w ww.theprocessplace.com, to those desiring to improve the performance of their marketing and sales teams. Dr. Lodato's books, booklets, white papers and articles provide in-depth insight and detailed understanding into how to construct, improve and manage all aspects of the marketing and sales activity. His full length books are: · Integrated Sales Process Management: a methodology for improving sales effectiveness in the 21st Century · Selling Computers and Software: the MASTER Method · Management of New Product Launches and Other Marketing Projects They are available from the publisher at www.a uthorhouse.com, and other sources including amazon.com, Barnes & Noble, Borders and local book stores. Descriptions of shorter-length publications can be found on his website w ww.theprocessplace.com and www.marketingandsalesdoctor.com. Michael's success with clients has made a case for a business process orientation to how a company's marketing and sales activities are managed - so that their performance can be consistently and repeatedly improved over time. With his insightful, effective methods to this challenging area, a company has a very good shot at achieving true best practice level of performance in this vital area. Michael is an avid golfer and has degrees from Colgate University (B.S.), the University of Rochester (M.S.) andRutgers(Ph.D.).