Selling to anyone over the phone /

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"Selling over the phone requires more than just reading from a script. This guide shows sales pros what they need to know to dial their way to success."--Resource description page

Bibliographic Details
Call Number:Libro Electrónico
Main Author: Walkup, Renee P., 1957-
Other Authors: McKee, Sandra L., 1952-
Format: Electronic eBook
Language:Inglés
Published: New York : AMACOM, American Management Association, c2011.
Edition:2nd ed.
Subjects:
Telephone selling.
Vente par téléphone.
BUSINESS & ECONOMICS > Marketing > Telemarketing.
BUSINESS & ECONOMICS > Marketing > Multilevel.
BUSINESS & ECONOMICS > Mail Order.
BUSINESS & ECONOMICS > Marketing > Direct.
BUSINESS & ECONOMICS > E-Commerce > Internet Marketing.
Telephone selling
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • Setting up for success
  • Managing time and information for profitability
  • Identifying personality types over the phone
  • Getting gatekeepers to work for you
  • Asking high-value questions
  • Listening and presenting
  • Selling through objections
  • Negotiating the close
  • Using new technology in phone sales
  • Selling to customers from other cultures.

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