[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"doc-detail-115699-en":3,"doc-seo-115699-105":31,"detail-sidebar-cat-0-en-105":92},{"code":4,"msg":5,"data":6},0,"success",{"doc_id":7,"user_id":8,"nickname":9,"user_avatar":10,"doc_module":4,"category_id":11,"category_name":12,"doc_title":13,"doc_description":14,"doc_content":15,"file_id":16,"file_url":17,"file_type":18,"file_size":19,"view_count":20,"is_deleted":4,"is_public":21,"is_downloadable":21,"audit_status":21,"page_count":22,"language":23,"language_code":24,"site_id":25,"html_lang":24,"table_of_contents":26,"faqs":27,"seo_title":28,"seo_description":14,"update_tm":29,"read_time":30},115699,962084931830,"Theodore","https://ap-avatar.wpscdn.com/davatar_a8503ba1806abce46bf441b54a3ca4cd",10,"Lifestyle","Selling to Builders - Second Edition","Practical guidance for marketing and selling to builders, focusing on understanding the builder market and aligning sales activities with the realities of the building process. The book helps readers assess personal sales strengths, set measurable goals, and build a structured action plan. It covers territory and team management, competitor tracking, lead generation, networking, effective presentations and negotiation, and using technology and tools to engage builders. It also addresses sales by builder type and includes sample scenarios.","[OceanofPDF.com](OceanofPDF.com)  \nSelling to Builders  \nSecond Edition  \nBuilderBooks, a Service of the National Association of Home Builders  \nChristine B. Charlip Courtenay Brown Torrie Singletary Mac Designs Circle Graphics, Inc.  \nMidland Information Resources Gerald M. Howard  \nMark Pursell  \nLakisha Campbell  \nPublisher  \nBook Editor Production Editor Cover Design  \nComposition Printing  \nNAHB Executive Vice President and CEO NAHB Senior Staff Vice President, Marketing & Sales Group  \nNAHB Staff Vice President, Publication & Affinity Programs  \nDisclaimer  \n􀀈is publication provides accurate information on the subject matter covered. 􀀈e publisher is selling it with the understanding that the publisher is not providing legal, accounting, or other professional service. If you need legal advice or other expert assistance, obtain the services of a quali􀀖ed professional experienced in the subject matter involved. Reference herein to any speci􀀖c commercial products, process, or service by trade name, trademark, manufacturer, or otherwise does not necessarily constitute or imply its endorsement, recommendation, or favored status by the National Association of Home Builders. 􀀈e views and opinions of the author expressed in this publication do not necessarily state or re􀀙ect those of the National Association of Home Builders, and they shall not be used to advertise or endorse a product.  \n©2007 by BuilderBooks. All rights reserved. No part of this book may be reproduced or utilized in any form or by any means, electronic or mechanical, including photocopying and recording or by any information storage and retrieval system without permission in writing from the publisher.  \nPrinted in the United States of America  \n11 10 09 08 07 1 2 3 4 5  \neISBN 978-0-86718-664-2  \nCataloging-in-Publication Information  \nLibrary of Congress Cataloging-in-Publication Data  \nMonroe, Steve.  \nSelling to builders / Steve Monroe.—2nd ed.  \n[p. cm](p. cm).  \nIncludes index.  \nISBN 978-0-86718-631-4 (alk. paper)  \n1. Building materials—Marketing. 2. Building 􀀖ttings—Marketing. 3. Building materials industry—Customer services. 4. Building 􀀖ttings industry—Customer services. 5. Customer loyalty. I. Title.  \nHD9715 .8.A2M66 2007 691.068′8—dc22  \n2006051852  \nNational Association of Home Builders 1201 15th Street, NW  \nWashington, DC 20005-2800  \n800-223-2665  \n[Visit us online at www.BuilderBooks.com](Visit us online at www.BuilderBooks.com).  \n[OceanofPDF.com](OceanofPDF.com)  \nContents  \nPreface  \nAcknowledgments  \nAbout the Author  \nIntroduction  \nWhat You Will Find on the CD  \n1 Overview of the Builder Market  \nSelling Goods and Services in an Evolving Market  \nCommon Builder Characteristics  \nUnderstanding Where You Fit in the Building Process  \n2 Assess Your Strengths Assess Your Endurance  \nBuilding on What You Have Learned What Do You Really Do?  \nWhy Do You Do What You Do?  \nWhen Do You Do What You Do?  \nBusiness Development Coaching  \nGoal Setting 101  \nFour Steps for Effective Goal Setting  \n3 Build Your Action Plan  \n􀀈e Personal Sales Planner—Section I: Reviewing the Past  \n􀀈e Personal Sales Planner—Section II: Planning for Growth  \n􀀈e Personal Sales Planner—Section III: Promoting New Sales Get the Builder Involved  \nPutting Your Personal Sales Planner to Work Opening New Territories  \nAdding New Products  \n4 Building Team Spirit  \nPrepare Your Team for Success Appreciate and Acknowledge the Team Develop Policies and Procedures  \n5 Meet the Competition Head On Using the Competitor Checklist Track Your Progress  \n6 Build a Career-Friendly Network Other Sources for Leads Maximize Your Outside Resources Generating Leads on Your Own  \n7 Building Territorial Management Skills Using the Client Management Form Planning a Successful Workweek Territorial Management  \nWhen Enough Is Enough  \n8 Making Technology Work for You  \nTechnology on the Go Your Place in Cyberspace Elements of Useful Web Sites  \n9 Selling to Builders by Type  \nSelling to Small-Volume B","cbCaiccszHVYBxRG","https://ap.wps.com/l/cbCaiccszHVYBxRG","pdf",3154504,4,1,167,"English","en",105,"# Preface\n# Acknowledgments\n# About the Author\n# Introduction\n# What You Will Find on the CD\n# Overview of the Builder Market\n## Selling Goods and Services in an Evolving Market\n## Common Builder Characteristics\n## Understanding Where You Fit in the Building Process\n# Assess Your Strengths, Assess Your Endurance\n## Building on What You Have Learned\n## Business Development Coaching\n## Goal Setting 101\n# Build Your Action Plan\n## The Personal Sales Planner - Section I: Reviewing the Past\n## The Personal Sales Planner - Section II: Planning for Growth\n## The Personal Sales Planner - Section III: Promoting New Sales\n# Build a Career-Friendly Network\n## Other Sources for Leads\n## Maximize Your Outside Resources\n# Making Technology Work for You\n## Technology on the Go\n## Your Place in Cyberspace\n# Selling to Builders by Type\n## Selling to Small-Volume Builders\n## Selling to Medium-Volume Builders\n## Selling to Large-Volume Builders\n## Selling to Remodelers\n## Selling to General Contractors\n# Making the Presentation\n## The Presentation\n## The Art of Negotiation\n## Closing the Sale\n# The 30-Year Wrap-Up\n# Appendix: Sales in Action: Sample Scenarios","[{\"question\":\"How does the book help readers understand the builder market before selling?\",\"answer\":\"It provides an overview of the builder market, including evolving market conditions, common builder characteristics, and how to determine where the reader fits in the building process.\"},{\"question\":\"What steps are recommended for planning effective sales goals and actions?\",\"answer\":\"The book covers goal setting fundamentals and offers a structured personal sales planner with sections for reviewing the past, planning growth, and promoting new sales.\"},{\"question\":\"How does it address building relationships and improving sales performance over time?\",\"answer\":\"It emphasizes territory and client management, competitor tracking, networking for leads, presentation and negotiation skills, and a wrap-up focused on increasing business without relying on direct selling to builders.\"}]","Selling to Builders - 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