This page is a guide to the 12 major components of the entire sales process and the accompanying modules in Maximum Sales Effectiveness.
Select the process component you want to access, and the module # reference will identify the modules that apply.
Sales Process Components Module # Reference
1. Communication Is Your Business . . . 6, 8, 11, 12, 13,14,15, 18, 33
2. Personal and Professional Development . . . 2, 3, 8, 35, 36, 37, Appendix
3. The Inner Game of Selling . . . 5, 7, 8, 9, 11
4. Strategic Business Planning . . . 4, 6, 10, 13, 33
5. Prospecting and Marketing . . . 6, 10, 13, 14, 15, 16, 17, 34
6. Generating Activity . . . 14, 15, 19, 20, 21
7. Building Relationships . . . 6, 8, 10, 11, 12, 13, 14, 18, 23
8. Needs Assessment . . . 21, 22, 23, 24, 25
9. Problem-Solving . . . 26, 27, 28, Appendix
10. Obtaining Commitment . . . 29, 30, 31, 32, 33
11. Post-Sale Strategies . . . 10, 16, 33, 34
12. Turning Ideas Into
Action . . . 37, Appendix
Exercises, Applications,
Action Commitments
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