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151017s1995 xx of 000 0 eng d |
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|a EBLCP
|b eng
|e pn
|c EBLCP
|d OCLCQ
|d MERUC
|d ZCU
|d ICG
|d OCLCO
|d OCLCF
|d OCLCQ
|d OCLCO
|d OCLCQ
|d DKC
|d AU@
|d OCLCQ
|d OCL
|d OCLCO
|d OCLCQ
|d OCLCO
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| 020 |
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|a 9781560523048
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|a 1560523042
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|a DEBBG
|b BV044095624
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|a (OCoLC)922967142
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|a HF5438.25.M358 1995eb
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| 082 |
0 |
4 |
|a 658.85
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| 049 |
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|a UAMI
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| 100 |
1 |
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|a Mantyla, Karen.
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| 245 |
1 |
0 |
|a Consultative Sales Power :
|b Achieving Continuous Success.
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| 260 |
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|a Menlo Park :
|b Course Technology Crisp,
|c 1995.
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| 300 |
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|a 1 online resource (126 pages)
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| 336 |
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|a text
|b txt
|2 rdacontent
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| 337 |
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|a computer
|b c
|2 rdamedia
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| 338 |
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|a online resource
|b cr
|2 rdacarrier
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| 588 |
0 |
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|a Print version record.
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|a ""Title""; ""Copyright""; ""ABOUT THE AUTHOR""; ""TO THE READER""; ""DEDICATION""; ""CONTENTS""; ""INTRODUCTION""; ""PART I What Is Consultative Selling?""; ""THE POWER OF CONSULTATIVE SELLING""; ""What Is Important to You Today?""; ""DEFINITION OF CONSULTATIVE SELLING""; ""Consultative Selling Definition Summary:""; ""WHAT IS A MIND-SET?""; ""How Do You Develop a Consultative Mind-Set?""; ""Exercise: Are You on Target?""; ""WHAT CONSULTATIVE SELLING MEANS TO CUSTOMERS""; ""What Do Your Customers Think of You?""; ""HOW TO EXCEED YOUR SALES GOALS""; ""What�s Your Perspective Now?""
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| 505 |
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|a ""Benefits of Customer-Driven Efforts""""They Look Forward to Speaking to You""; ""They Want to See You""; ""You Will Receive More Referrals""; ""You are Positioned as an Adviser to Your Customer""; ""You Will Have Less Sale Stress""; ""You Will Have More Fun""; ""THE DIFFERENCE BETWEEN BASIC AND CONSULTATIVE SALES SKILLS""; ""HOW TO WIN IN A COMPETITIVE MARKET""; ""#1: BE INFORMED""; ""Who Are Your Competitors? What Do They Offer?""; ""#2: KNOW THE FACTS""; ""PART II Turning Sales Potential into Performance""; ""YOUR FOUNDATION FOR SALES SUCCESS""; ""FOUR KEYS FOR GUARANTEED SUCCESS""
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| 505 |
8 |
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|a ""1. Positive Attitude""""2. Extraordinary Work Ethic""; ""3. Excellent Selling Skills""; ""4. 360º Product/Service Knowledge""; ""EVALUATE YOUR STRENGTHS""; ""Exercise: Chart Your Strengths""; ""DEVELOP YOUR GROWTH STRATEGY""; ""Your Beginning Strategy Starts with a Realistic Plan""; ""LET�S START WITH ONE BITE!""; ""Capitalize on Your Strengths""; ""Improve Your Proficiency in Basic and Consultative Selling Skills""; ""Reinforce Your Positive Attitude""; ""Enhance Your Work Ethic""; ""Identify Your Demotivators""; ""TARGET YOUR SALES GOALS""; ""PREPARE YOUR CONSULTATIVE SALES PLAN""
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|a ""Identify Important Planning Elements""""CONSULTATIVE SALES PLAN""; ""#1: Your Keys to Success""; ""#2: Basic Selling Skills""; ""#3: Consultative Sales Skills""; ""#4: Personal Sales Goals""; ""PART III Preparing for Your Sales Call""; ""PREPARATION: THE KEY TO SALES SUCCESS""; ""The Importance of Preparation""; ""UNDERSTAND ORGANIZATIONAL NEEDS""; ""MAJOR BUSINESS ORGANIZATION UNITS""; ""FOCUS ON YOUR DECISION MAKER""; ""EMOTIONAL NEEDS OF CUSTOMERS""; ""1. EGO""; ""2. POWER""; ""3. PROFIT/GREED""; ""4. SURVIVAL""; ""5. NEED TO WIN""; ""6. STATUS""; ""7. SELF-IMPROVEMENT""
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|a ""Exercise: Identify Customers� Emotional Needs""""SET PROFITABLE APPOINTMENTS""; ""1. What Is Your Objective?""; ""2. What Are the Methods You Will Use?""; ""3. What Are the Benefits to the Customer?""; ""PREPARE CUSTOMER-FRIENDLY SALES TOOLS""; ""First Tool: Customer Profile""; ""Customer Profile""; ""Second Tool: Priority Sheet""; ""Priority Sheet""; ""PART IV Conducting the Sales Call""; ""THE SALES CALL""; ""HOW DOES A CONSULTATIVE SELLER BEGIN?""; ""Tips to Help You Begin""; ""DO A GREAT NEEDS ANALYSIS""; ""Enough Time""; ""Customer-Friendly Sales Tools""
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| 500 |
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|a ""A Method to Discover Wants and Needs""
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| 590 |
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|a ProQuest Ebook Central
|b Ebook Central Academic Complete
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| 650 |
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0 |
|a Selling
|v Handbooks, manuals, etc.
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| 650 |
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6 |
|a Vente
|v Guides, manuels, etc.
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| 650 |
|
7 |
|a Selling
|2 fast
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| 655 |
|
7 |
|a Handbooks and manuals
|2 fast
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| 700 |
1 |
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|a Henry, Carol.
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| 700 |
1 |
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|a Mapson, Ralph.
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| 758 |
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|i has work:
|a Consultative sales power (Text)
|1 https://id.oclc.org/worldcat/entity/E39PCYqMQj48tmX977HCdQMyYd
|4 https://id.oclc.org/worldcat/ontology/hasWork
|
| 776 |
0 |
8 |
|i Print version:
|a Mantyla, Karen.
|t Consultative Sales Power : Achieving Continuous Success.
|d Menlo Park : Course Technology Crisp, ©1995
|z 9781560523048
|
| 856 |
4 |
0 |
|u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=3116998
|z Texto completo
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| 994 |
|
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|a 92
|b IZTAP
|
