ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle

Return on investment (ROI) is becoming a key component in front-end sales strategies and training by major corporations. Nick and Koenig, nationally recognized experts in sales and value estimation, explore the three true returns on investment–an increase in revenue, a reduction in cost, and an avoidance of cost–and show how to apply their measurement techniques to any sales initiative. They present a step-by-step process for building an ROI model and explain how to incorporate 360 Degree ROI Selling into any of the traditional sales processes used in organizations. Annotation ©2004 Book News, Inc., Portland, OR (booknews.com)