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120326s2012 lau o 00 0 eng d |
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|a 9780807144282
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|z 9780807144299
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|z 0807144282
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|z 9780807144275
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|z 9780807144305
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035 |
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|a (OCoLC)794490955
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040 |
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|a MdBmJHUP
|c MdBmJHUP
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100 |
1 |
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|a Jones, Eli.
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245 |
1 |
0 |
|a Selling ASAP :
|b Art, Science, Agility, Performance
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264 |
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1 |
|a Baton Rouge :
|b LSU Press,
|c 2012.
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264 |
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3 |
|a Baltimore, Md. :
|b Project MUSE,
|c 2015
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264 |
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4 |
|c ©2012.
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300 |
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|a 1 online resource (344 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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505 |
0 |
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|a Cover; Contents; Foreword; 1. Selling ASAP; What Is Selling ASAP?; What Do You Need to Succeed in Sales?; 2. Understanding How Buyers Buy; Uncovering Needs and Wants; Motivation; Need Arousal; Arousal-Seeking Buying Behavior; Adaptive Selling; Perceived Risk; Selling to Prospects' Needs and Wants; 3. Preparation; The Preparation Step; Obtaining Knowledge--The Preapproach; Organizational Buying; Identifying the Prospect; Qualifying the Prospect; 4. Attention; The Attention Step; Getting the Appointment; The First Impression; Opening the Presentation; Attention-Getters; 5. Examination.
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505 |
0 |
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|a The Examination StepThe Dominant Buying Urge; A Structure for Examining; Questioning Techniques; Listening; Nonverbal Communication; 6. Prescription; The Prescription Step; The Importance of Communication in Prescribing Solutions; Preparation for Prescription; Making a Convincing Presentation; Persuading Prospects to Buy What Is Prescribed; Moving toward Purchase; 7. Conviction and Motivation; The Conviction and Motivation Steps; Conviction Conveys Value; Gaining Conviction; Structuring a Complete Unit of Conviction; Handling Objections; Negotiation; Motivational Selling.
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505 |
0 |
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|a A Complete Unit of Motivation in ActionTrial Close Again; 8. Completion and Partnering; The Completion and Partnering Steps; A Closing Mentality; Traditional Closing Techniques; A Completion Mentality; A Partnering Mentality; Notes; Author Biographies; Index; A; B; C; D; E; F; G; H; I; K; L; M; N; O; P; Q; R; S; T; U; V; W; Z.
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520 |
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|a Selling ASAP: Art, Science, Agility, and Performance offers a unique approach to professional selling. This new text focuses on the importance of viewing a sale not as a one-time encounter but as an opportunity to build a lifetime, mutually beneficial relationship with the customer. In addition to the traditional coverage of the selling process, Selling ASAP includes unique content on processes and techniques of selling. Real-world examples, testimonials from successful sales professionals, and a focus on the latest technology available to today's salesperson round out the discussions in the t.
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588 |
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|a Description based on print version record.
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650 |
|
7 |
|a Selling.
|2 fast
|0 (OCoLC)fst01111969
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650 |
|
7 |
|a Sales management.
|2 fast
|0 (OCoLC)fst01103833
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650 |
|
7 |
|a BUSINESS & ECONOMICS
|x Marketing
|x General.
|2 bisacsh
|
650 |
|
7 |
|a BUSINESS & ECONOMICS
|x Distribution.
|2 bisacsh
|
650 |
|
7 |
|a selling.
|2 aat
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650 |
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6 |
|a Ventes
|x Gestion.
|
650 |
|
6 |
|a Vente.
|
650 |
|
0 |
|a Sales management.
|
650 |
|
0 |
|a Selling.
|
655 |
|
7 |
|a Electronic books.
|2 local
|
700 |
1 |
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|a Chonko, Lawrence B.
|
710 |
2 |
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|a Project Muse.
|e distributor
|
830 |
|
0 |
|a Book collections on Project MUSE.
|
856 |
4 |
0 |
|z Texto completo
|u https://projectmuse.uam.elogim.com/book/33120/
|
945 |
|
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|a Project MUSE - Custom Collection
|
945 |
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|a Project MUSE - Archive Complete Supplement III
|