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The ultimate guide to sales training : potent tactics to accelerate sales performance /
The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques: Building Mental Flexibility Anchoring Concepts for Easy Recall Encouraging Beh...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken :
John Wiley & Sons,
2012.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 003 | OCoLC | ||
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| 008 | 120123s2012 nju o 001 0 eng d | ||
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| 020 | |a 1118160541 |q (electronic bk.) | ||
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| 049 | |a UAMI | ||
| 100 | 1 | |a Seidman, Dan. | |
| 245 | 1 | 4 | |a The ultimate guide to sales training : |b potent tactics to accelerate sales performance / |c Dan Seidman. |
| 260 | |a Hoboken : |b John Wiley & Sons, |c 2012. | ||
| 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 | ||
| 500 | |a Includes index. | ||
| 505 | 0 | |a The Ultimate Guide to Sales Training; Contents; Foreword; Chapter 1: How to Use This Sales Training Resource for Optimal Results; Part One: Preparing the Sales Pro to Sell; Chapter 2: What Makes a World Class Sales Pro Selling the Value; Chapter 3: The Many, Many Values of a Selling System; Chapter 4: Competitive Intelligence and Prospect Research; Chapter 5: Potent Communication Skills; Chapter 6: Buyers' Behavior and Decision-Making Strategy; Chapter 7: Potent Proposals; Chapter 8: Pre-Work for the Sales Call; Part Two: Training the Sales Pro to Sell; Chapter 9: Establishing Rapport. | |
| 505 | 8 | |a Chapter 10: ProspectingChapter 11: Opening the First Meeting; Chapter 12: Qualifying and Disqualifying Prospects; Chapter 13: Bypassing Gatekeepers; Chapter 14: Power Questions; Chapter 15: Practicing Listening Skills; Chapter 16: The Ultimate Objection-Handling Tool; Chapter 17: Solution- Versus Consequence-Centered Selling; Chapter 18: Practicing Presentation Skills; Chapter 19: Closing; Chapter 20: Debriefing the Call; Chapter 21: Following Up After the Sale; Chapter 22: Up-Selling and Cross-Selling; Part Three: Training the Sales Pro to Improve Performance. | |
| 505 | 8 | |a Chapter 23: Daily Performance TipsChapter 24: Know Your Numbers; Chapter 25: Finding and Utilizing Mentors; Chapter 26: Ten Keys to Working a Trade Show; Chapter 27: Negotiating for Sales Pros; Chapter 28: Mental Health for Sales Pros; Chapter 29: Ethics for Sales Pros; Part Four: Re-Creating Your Training Experience: Key Concerns; Chapter 30: Redesigning Your Existing Sales Training; Chapter 31: Buy It, Don't Build It; Chapter 32: Sales Contests Connected to Training; Chapter 33: Reps You Should Not Be Training; Chapter 34: What's Missing from This Book. | |
| 505 | 8 | |a Chapter 35: A Critical Trend You Can't IgnorePart Five: Appendices; Appendix 1: The Ultimate Sales Training Website/Blog; Appendix 2: Websites of Books, Companies, and Associations in This Book; Appendix 3: The Most Interesting Man in the (Sales) World; References; About the Author; Got Influence?; Index. | |
| 520 | |a The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques: Building Mental Flexibility Anchoring Concepts for Easy Recall Encouraging Behavioral ChangeCovering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution. | ||
| 588 | 0 | |a Print version record. | |
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Sales management. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a Sales management |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 758 | |i has work: |a The ultimate guide to sales training (Text) |1 https://id.oclc.org/worldcat/entity/E39PCGqPFhbxfw3XPqjpYmvYCP |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Seidman, Dan. |t Ultimate Guide to Sales Training : Potent Tactics to Accelerate Sales Performance. |d Hoboken : Wiley, ©2012 |z 9780470900000 |
| 856 | 4 | 0 | |u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=817387 |z Texto completo |
| 938 | |a 123Library |b 123L |n 32469 | ||
| 938 | |a ProQuest Ebook Central |b EBLB |n EBL817387 | ||
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