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Making your sales channels work together
How to manage your sales channels to increase sales including reviewing each channel and supporting them with advertising.
Reaching customers overseas
Reaching customers in overseas markets and the challenges you should consider such as resources, research and local laws.
Advantages and disadvantages of face to face sales
The costs and benefits associated with selling in person such as building personal relationships and persuasion.
Make the right sales contacts
Who you should be talking to when contacting target customers and how identify decision makers
How to get sales appointments
Getting the customer's attention and persuading them to meet you at a sales appointment by getting past the gatekeeper and handling objections
The sales meeting
How to prepare for and get the best out of your sales meeting including knowing your customer and making a presentation
Negotiate and close the sale
How to manage a negotiation, and ways of getting the client to commit to your product or service
Sales follow-up and relationship building
How to develop trust by ensuring a smooth transition from order to successful delivery and beyond
Sales meeting checklist
A step-by-step approach to the sales process from preparation and sales meetings through to closing a sale
Life cycle assessment
How to assess the life cycle of your products and services to calculate the possible impact on the environment
Corporate ecosystem services assessment
How to assess how your business depends and impacts on natural resources and services
Setting environmental targets
Setting targets so that you can measure your business' improvements from the environmental baseline
Acting on your environmental review
An action plan provides the method through which environmental improvements are achieved
Establishing the baseline for an environmental review
How to assess the current environmental performance situation in your business to establish a baseline
Make the non-financial case for environmental improvements
The non-financial factors to consider when persuading management about the viability of environmental improvements.
What is an environmental review?
An environmental review is a three-stage process of assessing environmental performance and making improvements.
Why making environmental improvements is good for business
Environmental improvements can improve your business image to attract and retain good staff and generate good publicity.
Motivating staff to make environmental improvements
How to gauge company-wide interest, appoint environmental champions, delegate responsibilities and encourage initiative.
Environmental teams and champions
Advice on choosing the right person or team to co-ordinate and facilitate your business culture change.
Make the financial case for environmental improvements
Carrying out investment appraisals can help to convince management about the viability of environmental improvements.