000			03371nam a22002417a 4500
999			_c4084 _d4084
005			20221129171915.0
008			221129b ||||| |||| 00| 0 eng d
020			_a9781119775768
082			_a658.872 _bKVE
100			_aKvedare, Mante _99289
245			_aVirtual sales handbook: _ba hands-on approach to engaging customers
260			_bJohn Wiley & Sons, Inc. _aNew Jersey _c2021
300			_axix, 202 p.
365			_aUSD _b24.95
504			_aTABLE OF CONTENTS Preface Introduction Chapter 1: Navigating the World of Virtual Sales Chapter 2: Overcoming the Barriers of Virtual Customer Interaction Chapter 3: The Hybrid Sales Model Chapter 4: Preparing for an Effective Virtual Sales Meeting Chapter 5: Building Engaging Virtual Sales Meeting Storylines and Presentations Chapter 6: Effective Virtual Customer Engagement Chapter 7: Executing the Virtual Sales Meeting Chapter 8: Leading the Transformation from Physical to Virtual Sales Conclusion Epilogue References Notes About the Authors Acknowledgements Index
520			_aDESCRIPTION Learn to engage your B2B customers through effective virtual sales meetings and presentations 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. 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. 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: Navigate the world of virtual sales Overcome the barriers of virtual customer interaction Evaluate the strengths and weaknesses of different virtual sales models Plan and execute effective virtual sales meetings Build engaging storylines and presentations Lead the transformation from physical to virtual sales Leverage effective virtual customer engagement techniques 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			_aSelling _92110
650			_aCustomer relations _9639
650			_aElectronic commerce _91552
650			_aInternet marketing _9786
700			_aMilner Nymand, Christian _910356
942			_2ddc _cBK