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Sales Training Basics : What You Need to Know about Selling.
Annotation
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Menlo Park : Independence :
Crisp Publications, CENGAGE Learning [distributor]
April 1992 ;
|
| Edición: | 3rd ed., rev. |
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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|---|---|---|---|
| 001 | EBOOKCENTRAL_ocn697755625 | ||
| 003 | OCoLC | ||
| 005 | 20240329122006.0 | ||
| 006 | m o d | ||
| 007 | cr |n||||||||| | ||
| 008 | 911120e19920410caua o 000 0 eng d | ||
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| 019 | |a 922967026 | ||
| 020 | |a 9781560521198 | ||
| 020 | |a 1560521198 |q (Book, Other) | ||
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| 035 | |a (OCoLC)697755625 |z (OCoLC)922967026 | ||
| 037 | |b 00042054 | ||
| 050 | 4 | |a HF5438.25.C53 1992eb | |
| 082 | 0 | 4 | |a 658.8/5 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Chapman, Elwood, |e author. | |
| 245 | 1 | 0 | |a Sales Training Basics : |b What You Need to Know about Selling. |
| 250 | |a 3rd ed., rev. | ||
| 260 | |a Menlo Park : |b Crisp Publications, |c April 1992 ; |a Independence : |b CENGAGE Learning [distributor] | ||
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 521 | |a Scholarly & Professional |b Crisp Publications, Incorporated. | ||
| 505 | 0 | |a TITLE -- COPYRIGHT -- TO THE READER -- CONTENTS -- INVITATION -- PART I ATTITUDE AND SELLING SUCCESS -- TWO WAYS TO GO (Make Your Choice Now) -- PERSONALITY AND SELLING -- CASE #1: A DECISION FOR RAMONA -- IF YOU HAVE CUSTOMER CONTACT, YOU HAVE SELLING OPPORTUNITIES -- WHAT CAN SUCCESS IN SELLING DO FOR YOU? -- YOUR ATTITUDE IS SHOWING -- EXERCISE: YOUR ATTITUDE TOWARD SELLING -- SELF-CONFIDENCE SCALE -- CHARACTERISTICS OF SUCCESSFUL SALESPEOPLE -- CASE #2: WILL JOE SURVIVE? -- FIRST IMPRESSIONS ARE CRITICAL -- COMMUNICATING YOUR BEST IMAGE | |
| 505 | 8 | |a The psychology of sellingeliminating down periods -- part ii how to play the selling game -- selling is like playing baseball cover all the bases and make a sale -- tips on how to get to first base -- make your approach to the prospect professional, perceptive, and positive. -- most batters do not get to first base -- get to second base: a professional presentation -- second base is not automatic -- fact vs benefits -- case #3: who made the sale? -- make the move to third base -- welcome questions -- building a clientele | |
| 505 | 8 | |a CASE #4: WHO WILL BE MOST SUCCESSFUL?YOU CAN�T WIN WITHOUT CLOSING -- GETTING HOME: HOW TO CLOSE A SALE -- HOW MUCH PERSUASION? -- CASE #5: WHO CLOSED THE SALE? -- SUMMARY -- PROVE YOU KNOW THE BASICS�REVIEW -- PART III BACK TO BASICS -- SOME THOUGHTS ON SELLING IN TOUGH TIMES -- LITTLE THINGS COUNT -- LITTLE COURTESIES COUNT BIG -- CUSTOMER SPECIAL TREATMENT EXERCISE -- SELLING VIA THE TELEPHONE -- TELEPHONE OPPORTUNITIES (Let your fingers make you successful) -- HOW TO BE A TELEPHONE PROFESSIONAL -- DOING A NUMBER ON THE TELEPHONE | |
| 505 | 8 | |a HOW TO HANDLE THE DIFFICULT CUSTOMERTEN UNFORGIVEABLE MISTAKES -- SELLING OCCUPATIONS PAY OFF IN MANY WAYS -- CASE #6: WENDY THE WAITRESS -- SELLING AND TIME MANAGEMENT -- CASE #7: WHO WILL WIN THE TRIP TO HAWAII? -- REWARD YOURSELF -- SALES SUCCESS FORMULA -- EXERCISE: DEMONSTRATE YOUR PROGRESS -- LOOKING AHEAD -- AUTHOR�S SUGGESTED ANSWERS -- FINAL REMINDER! | |
| 520 | 8 | |a Annotation |b A primer for those new to selling. You?ll explore the psychology of selling, questioning techniques, closing a sale, telephone selling, and more. | |
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Marketing. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Marketing. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a marketing. |2 aat | |
| 650 | 7 | |a Marketing |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 700 | 1 | |a Chapman, Martha, |e author. | |
| 776 | 0 | 8 | |i Print version: |a Chapman, Elwood. |t Sales Training Basics. |b 3rd ed., rev. |d Menlo Park : Crisp Publications April 1992 Independence : CENGAGE Learning [distributor] |w (DLC) 91077081 |
| 856 | 4 | 0 | |u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=3116960 |z Texto completo |
| 938 | |a EBL - Ebook Library |b EBLB |n EBL3116960 | ||
| 994 | |a 92 |b IZTAP | ||