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Selling ASAP : Art, Science, Agility, Performance
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 t...
| Autor principal: | |
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| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Baton Rouge :
LSU Press,
2012.
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| Colección: | Book collections on Project MUSE.
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| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 008 | 120326s2012 lau o 00 0 eng d | ||
| 020 | |a 9780807144282 | ||
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| 020 | |z 0807144282 | ||
| 020 | |z 9780807144275 | ||
| 020 | |z 9780807144305 | ||
| 035 | |a (OCoLC)794490955 | ||
| 040 | |a MdBmJHUP |c MdBmJHUP | ||
| 100 | 1 | |a Jones, Eli. | |
| 245 | 1 | 0 | |a Selling ASAP : |b Art, Science, Agility, Performance |
| 264 | 1 | |a Baton Rouge : |b LSU Press, |c 2012. | |
| 264 | 3 | |a Baltimore, Md. : |b Project MUSE, |c 2015 | |
| 264 | 4 | |c ©2012. | |
| 300 | |a 1 online resource (344 pages). | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 505 | 0 | |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. | |
| 505 | 0 | |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. | |
| 505 | 0 | |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. | |
| 520 | |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. | ||
| 588 | |a Description based on print version record. | ||
| 650 | 7 | |a Selling. |2 fast |0 (OCoLC)fst01111969 | |
| 650 | 7 | |a Sales management. |2 fast |0 (OCoLC)fst01103833 | |
| 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 | |
| 650 | 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 | |a Chonko, Lawrence B. | |
| 710 | 2 | |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 | |a Project MUSE - Custom Collection | ||
| 945 | |a Project MUSE - Archive Complete Supplement III | ||