MARC details
| 000 -LEADER |
|---|
| fixed length control field |
03371nam a22002417a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20221129171915.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
221129b ||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9781119775768 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.872 |
| Item number |
KVE |
| 100 ## - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Kvedare, Mante |
| 245 ## - TITLE STATEMENT |
|---|
| Title |
Virtual sales handbook: |
| Remainder of title |
a hands-on approach to engaging customers |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Name of publisher, distributor, etc. |
John Wiley & Sons, Inc. |
| Place of publication, distribution, etc. |
New Jersey |
| Date of publication, distribution, etc. |
2021 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xix, 202 p. |
| 365 ## - TRADE PRICE |
|---|
| Price type code |
USD |
| Price amount |
24.95 |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
TABLE OF CONTENTS<br/>Preface<br/><br/>Introduction<br/><br/>Chapter 1: Navigating the World of Virtual Sales<br/><br/>Chapter 2: Overcoming the Barriers of Virtual Customer Interaction<br/><br/>Chapter 3: The Hybrid Sales Model<br/><br/>Chapter 4: Preparing for an Effective Virtual Sales Meeting<br/><br/>Chapter 5: Building Engaging Virtual Sales Meeting Storylines and Presentations<br/><br/>Chapter 6: Effective Virtual Customer Engagement<br/><br/>Chapter 7: Executing the Virtual Sales Meeting<br/><br/>Chapter 8: Leading the Transformation from Physical to Virtual Sales<br/><br/>Conclusion<br/><br/>Epilogue<br/><br/>References<br/><br/>Notes<br/><br/>About the Authors<br/><br/>Acknowledgements<br/><br/>Index |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
DESCRIPTION<br/>Learn to engage your B2B customers through effective virtual sales meetings and presentations<br/><br/>The global COVID-19 pandemic has radically changed how business-to-business companies interact with their customers. The traditional face-to-face meeting has quickly become a thing of the past—the virtual customer engagement model is the new normal. To secure existing and future revenue streams in the virtual B2B sales environment, companies must equip their commercial frontline with the confidence, skills, and tools necessary for effectively engaging customers virtually.<br/><br/>The Virtual Sales Handbook: A Hands-on Approach to Engaging Customers is designed for sales reps, commercial managers, customer relationship managers, and other customer-facing professionals working in the virtual realm. Step-by-step, readers learn to prepare for a virtual sales meeting, create compelling virtual presentations, build energy through effective openers, develop trust in the virtual world, drive impact through virtual meeting follow-up, and much more. Throughout the book, readers are provided with an abundance of tips and tricks, illustrative examples and case studies, and actionable strategies based on extensive implementation and upskilling experience.<br/><br/>Written by two authors with deep knowledge and expertise in operationalizing virtual commercial sales and marketing methods and tools, this must-have guide will help you:<br/><br/>Navigate the world of virtual sales<br/>Overcome the barriers of virtual customer interaction<br/>Evaluate the strengths and weaknesses of different virtual sales models<br/>Plan and execute effective virtual sales meetings<br/>Build engaging storylines and presentations<br/>Lead the transformation from physical to virtual sales<br/>Leverage effective virtual customer engagement techniques<br/>The Virtual Sales Handbook: A Hands-on Approach to Engaging Customers is an indispensable resource for C-suite executives, business leaders, senior sales managers, sales representatives, account managers, and anyone on the commercial frontline. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Selling |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Customer relations |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Electronic commerce |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Internet marketing |
| 700 ## - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Milner Nymand, Christian |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
Dewey Decimal Classification |
| Koha item type |
Book |