Understand the Organization You're Selling To
Understanding the organization you're selling to bulds increased sales and long-term relationships.
Do you want to make more sales?
People buy more from people who understand them and their culture. They also buy more from people who understand their company culture.
Yet many salespeople sell in terms of their own company's products or services, using their personal style. They wonder why they are successful with some clients and strike out with others.
These issues matter when you establish contact, build relationships and make actual sales.
This course guides you to recognized your own style and your customers' company cultures. It explains how to use this strategic knowledge to increase sales.
It's a bit more complicated that it looks, at first, but you'll get the idea quickly.
Bonus: The course includes a free 30 minute consultation with me, any time Mon-Friday, 9am - 12 noon. I want you to see changes and to be successful.
Glynis Ross-Munro
Movie on sales culture intro
Business Acumen
Case Study 1
Different Types of Organizations
Selling to an Eiffel Tower Company
Quiz: Sales and Purchasing from the viewpoint of the Eiffel Tower
Sales & Purchasing with Eiffel Towers
Action Reminders
Selling to The Family
Quiz: The Family
Sales, Purchasing and Teamwork: The Family
Action Reminders
A Model Emerges
Model Quiz
Dr Trompenaars: A 4 minute discussion of the model
Dr Fons Trompenaars on Corporate Culture
Selling to The Guided Missile
Quiz: The Guided Missile
Sales from the Guided Missile
Action Reminders
Selling to the Incubator
Quiz: Sales as being an investor
Sales & Purchasing with The Incubator
Action Reminders
Final Quiz
Summary