|
David Kepler, the hero of this business novel, faces the knotty question that strikes fear into the heart of everyone who has a stake in selling and marketing: Why are sales slipping? Pinpointing the causes can be agonizing and inexact -- sometimes impossible. Are the reps not good enough? Is it the product that's off? Is the marketing approach wrong? Or perhaps the customers just aren't interested anymore?
Sales are a key concern everywhere, but at Elemenco -- a large, solid company with a loyal sales force and excellent products -- the poor sales are especially perplexing. And getting through the complex tangle of politics, bureaucracy, and splintered product mix could defeat any corporate commando.
But David knows a sophisticated yet simple approach to sales analysis that clears out the clutter and puts the problems squarely on the table. This Quadrant-based approach to analyzing products, customers, and selling techniques has one unifying theme: understanding product cycles, evaluating customer needs, and matching customer needs to the selling stype of the rep. David uses the simple Quadrant solution to chart Elemenco's different products within a grid and then systematically matches salespeople to market segments.
In this novel, you'll meet Ann, the bright sales manager who falls in love with David's Quadrant solution (she thinks David's not too bad, either). Then there's Jim, the national sales manager who tries to do too much of everything for every product. You'll also get to know a colorful group of salespeople who serve as living examples of the Quadrant solution and how to apply it. You'll start seeing how you might use this innovative and remarkably successful approach to solve your own sales dilemmas.
This skyscraper drama of low sales and high anxiety provides a good story and a great method that you can use to create a focused, successful sales force.
The Quadrant Solution can help you become a hero in your own real-life sales drama.
- Dedication -
To
all professional salespeople
who build sales, develop market share, and satisfy customers
- Acknowledgements -
A large number of salespeople, customers, and executives volunteered time and insights about sales and salespeople that aided in the development of this book. Our thanks go to all the truly professional salespeople who made possible the data on which this book is based. We especially wish to thank Keith Crutcher, Jim Grimm, and Robert Wright for their assistance.
We further wish to express our appreciation and gratitude to Weldon Rackley and Eva Weiss for their support throughout the project, and extend thanks to the AMACOM staff.
We also thank David Loynd for concepts and background pertaining to high-tech electronic communications systems.
To Chapter 1
Back to Quadrant Solution
main page
|
