Sales Essentials : The Tools You Need at Every Stage to Close More Deals and Crush Your Quota /

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Salman, Rana (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York, N.Y. : McGraw Hill LLC, [2023]
Edición:First edition.
Colección:McGraw-Hill's AccessEngineeringLibrary.
Temas:
Selling.
Marketing.
Electronic books.
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Cover
  • Title Page
  • Copyright Page
  • Dedication
  • Contents
  • Acknowledgments
  • Introduction
  • PART I THE ESSENTIALS
  • 1 The Heart of Sales
  • 2 The Challenges of Sales
  • 3 Characteristics of Successful Salespeople
  • PART II THE ESSENTIALS APPLIED
  • Sales Self-Assessment
  • BEFORE THE SALE
  • 4 Know Your Product
  • 5 Build Your Social Presence
  • 6 Be Diligent About Prospecting
  • 7 Prepare for the Discovery Meeting
  • DURING THE SALE
  • 8 Make a Positive First Impression
  • 9 Manage the Discovery Meeting
  • 10 Communicate Your Solution Effectively
  • 11 Learn the Art of Collaborative Selling
  • 12 Close the Sale
  • AFTER THE SALE
  • 13 Set Up Accounts for Success
  • 14 Analyze the Sales Process
  • 15 Leverage the Account for Additional Opportunities
  • PART III BEYOND THE ESSENTIALS
  • 16 Dealing with Rejection
  • 17 Protecting Your Mental Health
  • 18 Embracing Your Career in Sales
  • Sales Essentials Toolkit
  • Exercise Answer Key
  • Notes
  • Index.

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