Sales Training Basics : What You Need to Know about Selling.

Annotation

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autores principales: Chapman, Elwood (Autor), Chapman, Martha (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Menlo Park : Independence : Crisp Publications, CENGAGE Learning [distributor] April 1992 ;
Edición:3rd ed., rev.
Temas:
Selling.
Marketing.
Vente.
selling.
marketing.
Marketing
Selling
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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
  • 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
  • CASE #4: WHO WILL BE MOST SUCCESSFUL?YOU CANâ€?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 BASICSâ€?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
  • 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
  • AUTHORâ€?S SUGGESTED ANSWERS
  • FINAL REMINDER!

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