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The Power of Selling, V. 1.0 - Attributed

The Power of Selling, V. 1.0 - Attributed

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Published by Alfonso J Sintjago
Other open textbooks available at: http://www.saylor.org/books/
Other open textbooks available at: http://www.saylor.org/books/

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Published by: Alfonso J Sintjago on Jun 23, 2013
Copyright:Attribution Non-commercial

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10/01/2014

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AttributedtoKimberlyRichmondSaylor.org
SaylorLink:http://www.saylor.org/books/
1
“This document is attributed to Kimberly Richmond"
 
AttributedtoKimberlyRichmondSaylor.org
SaylorLink:http://www.saylor.org/books/
2
TableofContents
Chapter1:ThePowertoGetWhatYouWantinLifeChapter2:ThePowertoChooseYourPath:CareersinSalesChapter3:ThePowerofBuildingRelationships:PuttingAdaptiveSellingtoWorkChapter4:BusinessEthics:ThePowerofDoingtheRightThingChapter5:ThePowerofEffectiveCommunicationChapter6:WhyandHowPeopleBuy:ThePowerofUnderstandingtheCustomerChapter7:ProspectingandQualifying:ThePowertoIdentifyYourCustomersChapter8:ThePreapproach:ThePowerofPreparationChapter9:TheApproach:ThePowerofConnectingChapter10:ThePresentation:ThePowerofSolvingProblemsChapter11:HandlingObjections:ThePowerofLearningfromOpportunitiesChapter12:ClosingtheSale:ThePowerofNegotiatingtoWinChapter13:Follow-Up:ThePowerofProvidingServiceThatSellsChapter14:ThePowerofLearningtheRopesChapter15:EntrepreneurialSelling:ThePowerofRunningYourOwnBusiness
 
AttributedtoKimberlyRichmondSaylor.org
SaylorLink:http://www.saylor.org/books/
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AbouttheAuthor
KimberlyK.Richmond
Kimberly K. Richmond is an executive, author, speaker, and professor in the sales and marketing arena.She is a senior marketing executive with over twenty-five years of sales, marketing, and brandingexperience. She has held senior marketing positions at several major companies, including executive vicepresident of marketing at FAO Schwarz and other senior marketing roles at Kraft Foods, Sears, Zany Brainy, The Right Start, and Charming Shoppes.She has been responsible for the integration and communication of a new corporate identity to thenational sales force of 1,500 at Kraft Foodservice when the $5 billion division was sold. The sale of thecompany required a new name to be completely implemented within months of the transaction. Inaddition, Ms. Richmond developed seven new proprietary brands that were the focus of a massive internaltraining and communication campaign, which incorporated the company’s Pro-Customer selling process.The campaign to launch the new brands was successful beyond expectations when the new brandsaccounted for over 11 percent of the company’s revenues in less than eighteen months and generated agross margin over six points higher than the rest of the brand portfolio.Her leadership roles have included training and communication to the national consumer sellingorganization of over 10,000 salespeople at Sears in the Home Appliance Group. In addition, she was amember of the senior management team at FAO Schwarz that relaunched the brand and, in the process,completely transformed the brand, including the hiring process for store sales associates. The new processrequired candidates to “audition” for all sales positions (including sales managers) at a theater near thestores. The initial “open casting call” was so successful that the process became the standard for thecompany. It is a true example of why selling yourself as a brand is so important.Ms. Richmond is currently a principal at Richmond Marketing + Communications, the marketingconsultancy she founded. Her firm specializes in multichannel sales, marketing, and branding includingtraditional and online marketing and social networking strategies. She also consults with salesorganizations to help them realize the true potential of their marketing and selling efforts.

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