Sales Planning
Publisher: Bookboon.com
Published: 2013
ISBN-13: 9788776816131
Table of contents: title: Content; title: Sales planning; title: 1. Introduction to planning; title: 1.1 Why planning is important; title: 1.2 Why salespeople avoid planning; title: 1.3 Planning to hit target; title: 1.4 Planning for the short, medium and long term; title: 1.5 Your manager as a planning resource; title: 2. Sales planning to hit target; title: 2.1 Planning basics; title: 2.2 The Pareto principle; title: 2.3 Key ratios; title: 2.4 Lead times; title: 2.5 Putting together your personal sales plan; title: 2.6 Sales plan example. ABC Printing Ltd.; title: 3. Other types of planning in sales; title: 3.1 Planning to manage your time; title: 3.2 Case study. Donald’s day; title: 3.3 Planning to prospect and book appointments; title: 3.4 Planning meetings with customers; title: 3.5 Planning to negotiate; title: Summary