Contextual Selling®: A New Sales Paradigm for the 21st Century
Author : Rajan Parulekar
313 pages, Rs. 595/US$ 14
What does it take for sales executives to succeed where the customers are spoilt for choice and the brands get commoditized fast?
The strategies that worked in the seller’s market of the 20th century may not work today.
Thanks to internet and the resultant information overload, the competition which was across the city is just a mouse click away.
Contextual Selling® : A New Sales Paradigm for the 21st Century, provides a simple and practical framework for the practicing sales professionals.
Whether you are a manager or a field sales executive, you need to have three competencies, namely Emotional Intelligence, Intelligence Quotient & Conceptual Skills.
The author in his humorous and witty style shows the games played by the customers, sales executives and their managers with strategies to survive and grow in a cut-throat business environment.