Professional selling : practical secrets for successful sales /

Annotation

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Morgan, Rebecca L.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Los Altos, Calif. : Crisp, ©1988.
Colección:Fifty-Minute series.
Temas:
Selling.
Marketing.
Marketing
Vente.
selling.
marketing.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Selling
Acceso en línea:Texto completo

MARC

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100 1 |a Morgan, Rebecca L. 
245 1 0 |a Professional selling :  |b practical secrets for successful sales /  |c by Rebecca L. Morgan. 
260 |a Los Altos, Calif. :  |b Crisp,  |c ©1988. 
300 |a 1 online resource (iv, 92 pages) :  |b illustrations 
336 |a text  |b txt  |2 rdacontent 
337 |a computer  |b c  |2 rdamedia 
338 |a online resource  |b cr  |2 rdacarrier 
340 |g polychrome.  |2 rdacc  |0 http://rdaregistry.info/termList/RDAColourContent/1003 
347 |a data file 
490 1 |a Fifty-Minute Ser. 
504 |a Includes bibliographical references. 
588 0 |a Print version record. 
520 8 |a Annotation  |b The secrets of professional selling: prospecting, cold calls, strategy and overcoming objections. 
505 0 |a TITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- CONTENTS -- THE SLIM MARGIN OF SUCCESS -- INTRODUCTION -- SALES SUCCESS: DO YOU HAVE WHAT IT TAKES? -- CHARACTERISTICS OF SUCCESSFUL SALESPERSONS -- 1. COMMITMENT -- 2. HEALTHY EGO -- 4. SENSE OF HUMOR AND ENTHUSIASM -- PROFESSIONAL SALESPERSONâ€?S QUIZ -- PROFESSIONAL SALESPERSONâ€?S ASSESSMENT -- PART Iâ€?GETTING STARTED -- FINDING PROSPECTS -- ACQUIRING REFERRALS -- USING THE TELEPHONE TO QUALIFY AND GET APPOINTMENTS -- OVERCOMING TELEPHONE COLD CALL RELUCTANCE -- DEFROSTING TELEPHONE COLD CALLS -- THE PLAN 
505 8 |a THE CALLTHE CONNECTION -- SOME ADDITIONAL TIPS TO MAKE YOU MORE EFFECTIVE ON THE PHONE -- WRITE YOUR OWN TELEPHONE OUTLINE -- TELEPHONE COLD CALL CHECKLIST -- CASE STUDY -- PART IIA FACE-TO-FACE SELLING -- UNDERSTANDING THE PROCESS -- PRESENTATION STRATEGIES -- PRESENTATION STRATEGIES WORKSHEET -- STARTING THE INTERVIEW -- ASKING QUESTIONS -- Open-Ended Questions -- Closed-ended Questions -- CASE STUDY -- FACTS/FEATURES, TRANSITIONS AND BENEFITS -- FACT/FEATURES -- FACTS VS. CLAIMS -- TRANSITIONS -- BENEFITS -- Ten Common Benefits 
505 8 |a 1. To Make Money2. To Save Money -- 3. To Save Time -- 4. For Recognition -- 5. For Security/Peace of Mind -- 6. For Convenience/Comfort -- 7. For Flexibility -- 8. For Satisfaction/Reliability/Pleasure -- 9. For Status -- 10. For Health -- PART IIBâ€? CLOSING FOR COMMITMENT -- TESTING FOR BUYING INTEREST -- SAMPLE CLOSES -- REDUCING RESISTANCE AND COUNTERING CONCERNS -- PERSUASIVE WORDS -- OVERCOMING OBJECTIONS -- THE IMPORTANCE OF NONVERBAL COMMUNICATION -- Eye contact -- Posture -- Gestures -- Facial expression -- Movement -- Rate of Speech 
505 8 |a Non-wordsProximics/spacial distance -- Tone of voice/inflection -- Professional appearance -- For women -- REVIEWING YOUR EFFORTS -- EVALUATION OF SALES PRESENTATION -- PART IIIâ€?FACE-TO-FACE SELLING Understanding Your Customer -- SELLING TO DIFFERENT COMMUNICATION STYLES -- THE FOUR COMMUNICATION STYLES -- STYLE 1: Detail-Seeker -- STYLE 2: Results-Seeker -- STYLE 3: Excitement-Seeker -- STYLE 4: Harmony-Seeker -- UNDERSTAND YOUR STYLE -- DETAIL-SEEKER -- RESULTS-SEEKER -- EXCITEMENT-SEEKER -- HARMONY-SEEKER -- WHAT DID I DISCOVER ABOUT MYSELF? 
505 8 |a COMMUNICATION STYLES PRACTICEFOUR CASE SITUATIONS -- Situation 1 -- Situation 2 -- Situation 3 -- Situation 4 -- Authorâ€?s responses: -- PART IVâ€? ORGANIZE FOR GREATER SALES -- PRIORITIZING YOUR CLIENTS/PROSPECTS -- CONQUERING THE PAPERWORK MOUNTAIN -- FOLLOW UP MADE EASY: A TICKLER/SUSPENSE FILE -- SALVAGING SCRAP TIME -- Make Notes -- USING A PROSPECT LEAD FORM -- PART V: REVIEW -- WHAT DID WE COVER? -- Characteristics of Success -- Prospecting -- The Sales Interview -- The Four Communication Styles -- Organization -- CROSSWORD REVIEW 
546 |a English. 
590 |a ProQuest Ebook Central  |b Ebook Central Academic Complete 
650 0 |a Selling. 
650 0 |a Marketing. 
650 2 |a Marketing 
650 6 |a Vente. 
650 6 |a Marketing. 
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650 7 |a marketing.  |2 aat 
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650 7 |a BUSINESS & ECONOMICS  |x Distribution.  |2 bisacsh 
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650 7 |a Selling  |2 fast 
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776 0 8 |i Print version:  |a Morgan, Rebecca L.  |t Professional selling.  |d Los Altos, Calif. : Crisp Publications, ©1988  |z 0931961424  |w (DLC) 87072479  |w (OCoLC)18183260 
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