Publisher's Synopsis
Sales is often the most crucial element for any business, as it directly brings revenue for the company. Consistent, growing and quality revenue is extremely crucial for the survival of any company. Similarly, employees in the selling domain, require to exhibit continuous improvement in terms of efficiency and results. For that, they need to follow the right processes which have worked well in the past and endorsed by experts.Selling capital equipment is difficult as they are of high value and since it is a business need and not a luxury item, before placing the order, the buyers take time to contemplate on all aspects, check-out on feedback from existing users, evaluate all the possible options and offerings in the market. It is either winning the order or losing it while there is no partial achievement. This is the reason why salespersons selling capital equipment need to be fully prepared and trained to ensure maximum conversion, as lot of effort are at stake and fewer opportunities.
